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PODCAST

30 Minutes to President"s Club | No-Nonsense Sales

Armand Farrokh & Nick Cegelski

The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual. 30 Minutes to President"s Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President"s Club. Every episode is a supercharged 30 minutes where you"ll hear step-by-step breakdowns in every key dimension of sales,

business careers

All Episodes

33:54

Hall of Fame: Vin Matano Ep. 142

30 Minutes to President"s Club | No-Nonsense Sales ·

2024/06/24

FOUR ACTIONABLE TAKEAWAYS Pick 5-10 accounts per week and focus all of your energy on them. That might look like sending emails Monday and Wednesday, then going multichannel on Friday. Use email as your hub and other channels as your spokes with your CTA on the other channels pointing back to your email. The email channel can get flooded; get creative with other channels like Twitter. Vin was able to book a meeting off of a backward jump shot. Use email to keep threading throughout your sales

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21:40

Product Roadmap: Q3 2024 (Book launch, care package,...

30 Minutes to President"s Club | No-Nonsense Sales ·

2024/06/21

Here's and update on our reflections from Q2 and what we have planned for July-September 2024 on 30 Minutes To Presidents Club. ❏ Cold Calling Sucks (And That's Why It Works) ❏ ➥ Get your Cold Call Care Package: https://30mpc.com/coldcall ➥ Sign up for the preorder release event on objections: https://tactics.30mpc.com/how-to-handle-any-objection-on-a-cold-call ➥ Subscribe so you don't miss "5 Weeks Of Phones": https://tactics.30mpc.com/newsy ➥ Join us in the release and live book summary:

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38:27

226 (Lead) Identifying & Coaching Deal Blockers on...

30 Minutes to President"s Club | No-Nonsense Sales ·

2024/06/20

FOUR ACTIONABLE TAKEAWAYS:Review call recordings to gain insights into why deals are being lost, refining approaches based on observed best practices. Implement a weekly automated report that evaluates closed lost deals, identify recurring themes or challenges, which can then be addressed in trainings with the team. Customize training programs based on the required duration and intensity, choosing between short-term focused sessions or extended programs with periodic reinforcements Secure

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33:30

225 (Sell) Prospecting Technical Buyer Personas and...

30 Minutes to President"s Club | No-Nonsense Sales ·

2024/06/18

FOUR ACTIONABLE SALES TAKEAWAYSWhen looking for intel on an account, consider reaching out to ex-employees for insider info Record simple videos, dont be corny, send them natively on LinkedIn Don't over-do personalization, weigh the cost/benefit of putting in extra work into your outreach All personas exist on LinkedIn, don't write it off as a prospecting channel PATH TO PRESIDENT’S CLUB Regional Sales Director @ MongoDB Snr Team Lead High Tech Account Executive @ MongoDB High Tech Account

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31:14

Hall of Fame: Discovery Ep. 113

30 Minutes to President"s Club | No-Nonsense Sales ·

2024/06/17

FOUR ACTIONABLE TAKEAWAYS Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past demos have gone. Connect what you’re selling to something that hits the P&L. Get one deep business impact, and tell one story that shows people that you can solve their problem. Get your prospect to tell you a story by using “typically” language to help prompt them with ideas that typically come up. Ensure the problem you are solving is

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42:42

224 (Lead) Running Sales Team Meetings That Actually...

30 Minutes to President"s Club | No-Nonsense Sales ·

2024/06/13

FOUR ACTIONABLE LEADERSHIP TAKEAWAYSWhen you do a training introduce a topic then run 3 meetings to go deep on that topic, A.K.A. "The 1/3" Consider running team training on Fridays to give reps the weekend to digest and when there are fewer distractions The mantras of the Monday morning meeting, if it's the beginning of the month you're talking about top of funnel, if it's the middle of the month you're talking about multithreading, if it's the end of the month you're talking about

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29:59

223 (Sell) Unconventional Approaches to Cold Calling...

30 Minutes to President"s Club | No-Nonsense Sales ·

2024/06/11

FOUR ACTIONABLE SALES TAKEAWAYSDo not spend excessive time researching when sometimes calling the account may be the fastest way to get information Be like the restaurant that is calling you to make a reservation to avoid no shows, send reminders, and set an agenda ahead of time When telling a customer story describe the persona who felt the problem, the annoyances they felt, the scenery they were in when they felt the problem, and the emotions they felt If confirming a meeting within one week

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27:59

Hall of Fame: Kevin "KD" Dorsey Ep. 134

30 Minutes to President"s Club | No-Nonsense Sales ·

2024/06/10

FOUR ACTIONABLE TAKEAWAYSPPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business. Use bucket questions to get problem agreement. Weave the top 3 problems into your opening questions. When someone tells you what they want, restate it as a pain point. Turn solutions into problems. The transition between discovery and demo is the perfect time for “might make sense”. PATH TO PRESIDENT’S

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33:07

222 (Lead) Coaching SDR Teams and SDR Leaders...

30 Minutes to President"s Club | No-Nonsense Sales ·

2024/06/06

FOUR ACTIONABLE TAKEAWAYSStructure your SDR 1:1 as follows, start with their agenda and what's top of mind for them, then do a pipe review for accounts they intend to book, then review a good & bad call, finally talk about their career goals Set the expectation with your SDR they need to drive the agenda from onboarding onwards Do a SDR forecast by reviewing cold (not contacted), warm (contacted and qualified), and hot (contacted, qualified, and some interest) Train team on process, probing,

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27:20

Sell Playbook (Part 2): How to Structure an Effective...

30 Minutes to President"s Club | No-Nonsense Sales ·

2024/06/04

FOUR ACTIONABLE SALES TAKEAWAYSDo 90 seconds of rapport building, launch off with a business related question that highlights you've done some research Set a PPO agenda, coving the purpose, plan, and outcomes of the call Ask the prospect why they took the call, if they don't give you a good answer offer them a high-level overview to anchor their expectations At the end of the call run the 5-minute drill which includes 3-questions, do you want to buy? When do you want to buy? How do you buy

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34:38

Hall of Fame: Ryan Reisert Ep. 118

30 Minutes to President"s Club | No-Nonsense Sales ·

2024/06/03

FOUR ACTIONABLE TAKEAWAYS Use the 80/20 principle - if someone hasn’t picked up within 5 calls, start expanding your efforts in the other channels. Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible. Document your channel validation. For phones: direct vs operator, validated vs not validated, etc. Focus on the tone/pace of your opener vs the words themselves. Then preface with the intent of your call to lower their guard. PATH TO PRESIDENT’S

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35:51

221 (Lead) Cloning Your Top Reps by Identifying What...

30 Minutes to President"s Club | No-Nonsense Sales ·

2024/05/30

FOUR ACTIONABLE TAKEAWAYS When working with reps and trying to help them improve, work backwards from what you want to the prospect to say then build what they need to do to get them to say that Coach forward vs. backwards, coach to prepare so that future performance will be better and they feel more prepared for actual scenarios approaching Have each one "What Great Looks Like" exercise per manager per quarter, pick one metric, find the rep who is the best at that, then diagnose the different

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37:36

Sell Playbook: How To Ask Discovery Questions To...

30 Minutes to President"s Club | No-Nonsense Sales ·

2024/05/28

FOUR ACTIONABLE SALES TAKEAWAYS Avoid interrogating the prospect with surface level questions, use vertical questions to get deeper and give meaning to your questions Try to avoid putting words into your prospect's mouth or leading them with stereotypical sales questions that make them feel trapped Aim to uncover the prospect's situation, problems, and impacts with questions like "Why did you take the call?", " Recap what you've learned and give back by sharing a story or a very short "harbour

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30:38

Hall of Fame: Chris Orlob Ep. 123

30 Minutes to President"s Club | No-Nonsense Sales ·

2024/05/27

FOUR ACTIONABLE TAKEAWAYS Ask your inbound leads what prompted them to take the call. Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery. Categorize buyers’ answers into problem language or solutions language. Buyers often answer “problem” questions with solutions, so ensure you get the problem language. Avoid discovery fatigue with a mix of emotionally intelligent techniques

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32:01

220 (Lead) Keeping Reps Accountable to Their...

30 Minutes to President"s Club | No-Nonsense Sales ·

2024/05/23

FOUR ACTIONABLE LEADERSHIP TAKEAWAYSDo a bi-weekly "pipe squeeze" (pipeline review) with each rep share your screen and take notes as you go to save time & maintain control Discounts drive velocity, when a deal has stalled or there is no next step, use a manager email to see if a pricing incentive will move the close date Ask the same 5 questions in deal review - Deal size, deal close date, buyer buy in, next step, and any incentives on the deal. Send the update to your leader for upward

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34:03

219 (Sell) Skyrocketing Close Rates with Onsites...

30 Minutes to President"s Club | No-Nonsense Sales ·

2024/05/21

FOUR ACTIONABLE SALES TAKEAWAYS Recognize your SE and team members who help you on deals & onsites Call each attendee after a meeting to thank them for their time and ask them for their feedback When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" as a softer ask Send a multiple choice pre-meeting survey to each of a meeting's attendees to ask questions about the client's current state PATH TO

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28:55

Hall of Fame: Henry Schuck Ep. 146

30 Minutes to President"s Club | No-Nonsense Sales ·

2024/05/20

FOUR ACTIONABLE TAKEAWAYS Don’t let the fear of breaking rapport prevent you from asking for the next step. Answer the yes-or-no questions and SHUT UP! Figure out their vision through discovery, then tell the story of their business in terms of how other world class teams use you to achieve it. Turn the CEO's team into your champions to get the inside scoop on everything about them beforehand. PATH TO PRESIDENT’S CLUB CEO & Founder @ ZoomInfo CEO & Co-founder @ DiscoverOrg Adjunct Professor

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58:03

How To Move Indecisive Customers With The JOLT Effect

30 Minutes to President"s Club | No-Nonsense Sales ·

2024/05/17

Top performers deal with buyer hesitancy just like everyone else. Their secret to driving deals forward? A simple framework for handling indecision. In this show, Matt Dixon and Jen Allen-Knuth will teach you how to use this game changing framework (called the JOLT effect) to move even the most hesitant buyers forward… No matter where they are in your sales cycle. RESOURCES DISCUSSED Sign up for more live sessions like this one Join our weekly newsletter Things you can steal

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30:59

218 (Lead) Rep Shadowing & Ridealongs Done Right...

30 Minutes to President"s Club | No-Nonsense Sales ·

2024/05/16

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Shadowing to remind yourself and your reps of the basics to spot opportunity areas Setting a goal without a "how" is not a real goal, you have to understand how a rep is going to reach the goal while setting them Always level with reps before you shadow a call to clarify the role they want you to play on the call & tell them what you hope Use "Mr.Potato Head" personalization to ramp reps from generic persona based personalizaiton, to trigger based

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30:38

May Special: Negotiation ft. Chris Voss (part 2)

30 Minutes to President"s Club | No-Nonsense Sales ·

2024/05/14

FOUR ACTIONABLE TAKEAWAYS When responding to another parties asks in a negotiation, co-create the solution with them rather than going away and making a new offer to ensure they feel like it was a collaborative exercise When prospects do things you like, label their actions positively to give them affirmations and encourage further positive actions When aligning on a solution that works don't agree too quickly because the prospect will think they could've gotten a better deal, use a label like

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585 results

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