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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

28:47

Hall of Fame: Miles Kane Ep. 103

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

2024/05/13

FOUR ACTIONABLE TAKEAWAYS Before agreeing to a give, ask what they’re willing to bring to the table. Map out every step of the process to the signature with actions, owners, and dates. Send a recap to the buyer of where they are in the journey after every discovery call. Prime your champion with the nuances of your product / MSA and be ready to jump on a call to hash out the details. PATH TO PRESIDENT’S CLUB Director, Enterprise Sales @ Drift Former VP Sales @ Altocloud | Acquired by

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33:05

216 (Lead) Enterprise Pipeline Reviews & Deal...

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

2024/05/10

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ask your reps to think about the "first win" they can make with a large account Look for "Alumni" who have recently left key accounts who might be able to make introductions or provide information for your reps to use Have your reps record "Last Activity" and "Next Meeting" on their opportunities so you can quickly scan through your dashboard and see which deals are at risk and need more attention If your team have opportunities with next steps far into the

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32:37

May Special: Negotiation ft. Chris Voss (Part 1)

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

2024/05/07

FOUR ACTIONABLE TAKEAWAYS Condition your prospect for future interactions by giving them time back in their calendar & leaving them on a positive note Do not talk to people when they are distracted, Labelling someone's emotion builds trust and gets them to tell you more information for example "It seems like the value isn't there for you" If someone is asking for an unreasonable discount get them to think about the potential implication of fit by saying "How are we supposed to deliver {value}

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32:52

Hall of Fame: Charles Muhlbauer Ep. 46

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

2024/05/06

Four Actionable Takeaways: Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”. Lean on humbling disclaimers before asking the tough questions. Bring the future to the present: let’s pretend you love what you see...what happens next? Disco flow: High level context > raise issues > identify key issue > get a story > impact questions > recap and playback. Charles’ Path to President’s Club: Sr Biz Dev Training Manager at CB Insights Founder at

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34:36

214 (Lead) Overcoming Team Call Reluctance and...

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

2024/05/02

FOUR ACTIONABLE LEADERSHIP TAKEAWAYSDo a "headhunting drill" and have your new reps call your own executive team SDRs should have 300-400 prospects in sequence Test your rep's call from numbers to be sure they aren't being marked as "spam likely" Sit next to reps with slow workflows to observe what's slowing them down PATH TO PRESIDENT’S CLUB Consultant @ Agoge Prospecting School Director of Sales Development @ Vercel Senior Manager of Sales Development @ Outreach SDR Team Lead @

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30:30

213 (Sell) Handling Gatekeepers & Office Drop Ins...

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

2024/04/30

FOUR ACTIONABLE TAKEAWAYS Find your prospect's birthday and then add them to your calendar to send thoughtful notes If a competitor is faltering run a list report of all their customers and prospect them If doing in-person office visits bring a gift to break the ice and leave a memorable impressions If you missed something on a meeting, don't wait until the next meeting, just give the buyer a call on their mobile phone and ask (don't make it awkward) PATH TO PRESIDENT’S CLUB Senior Mid-Market

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32:35

Hall of Fame: Morgan Melo Ep. 130

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

2024/04/29

FOUR ACTIONABLE TAKEAWAYS Use typically language and stories to gain credibility with your prospect, leading to deeper discovery. Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation. Mirror multithreading in the sales cycle. Bring a VP for a CXO. Bring an SE for a technical buyer. Bring in product for someone cross-functional. Leverage your own senior leaders to story-tell and pull in the

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29:00

Lead Playbook Part 2: Mark and Armand on How to...

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

2024/04/25

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Designate specific people to cover very specific topics in the interview process so they can get really good at those core competencies. Leave the generic questions to another company. When you got them hooked, talk them out of it. If you can talk them out of it, they wouldn’t have worked out anyway. Sell early, grill after. Get someone to opt in by selling them on your goals and your mission. Then, gain their respect by grilling the heck out of them. Each

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29:21

212 (Sell) Testing Champions and Getting to Power...

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

2024/04/23

FOUR ACTIONABLE TAKEAWAYS If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle Someone liking your offering does not make them an effective champion, ask questions like "Is {title} aware of these conversations?" to test them When trying to get access to power use

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30:15

Hall of Fame: Krysten Conner Ep. 137

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

2024/04/22

FOUR ACTIONABLE TAKEAWAYS Start with a menu of pain: the 3 biggest problems that any given persona can face. Once you align on the problem, ask, “What’s prompting that need?”. You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem). Use individual contributors, like AEs, for inside intel on the organization. Then use their quotes on 1-2 slides when meeting with VP or CXO. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @

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31:50

Lead Playbook: Armand and Mark on What to Look for...

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

2024/04/18

FOUR ACTIONABLE LEADERSHIP TAKEAWAYSName and define your competencies Be extremely intentional about how you are going to interview those competencies. Get into the nitty gritty about how you are going to assess for work ethic. Test for traits like IQ, EQ, coachability, and work ethic earlier in the process as they are the hardest to teach. Industry domain expertise and even skills like prospecting are much easier to teach. Match sales cycle and sales environment. Don’t put an SMB rep into an

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33:28

211 (Sell) Using Your Comp Plan to Guide Deal...

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

2024/04/16

FOUR ACTIONABLE TAKEAWAYSBreak into prospects when they are speaking at conferences. If you see somebody from the really-tough-to-break-into account speaking at a conference, go to their talk and sit in that talk. At the end, introduce yourself to the speaker and make a point of connection with them. Avoid name-dropping obscure customers. When you are prospecting into more sensitive industries, don't name-drop non-publicly referenceable customers. Your goal is to get into the talk-to folder. You

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30:42

Hall of Fame: Charly Johnson Ep. 114

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

2024/04/15

FOUR ACTIONABLE TAKEAWAYSStart your email with research personalization to stand out in the inbox (vs generic greeting). Quote the prospect/company directly by researching where the company is investing its money (e.g. in job postings, funding announcements). Use a more humanized approach when prospecting. Sharing something you both have in common in the P.S. is a great place to add a human touch. Reach out to your prospect immediately after they engage with your content - no need to wait for

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31:21

210 (Lead) Turning Pressure to Productivity for...

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

2024/04/11

FOUR ACTIONABLE LEADERSHIP TAKEAWAYSThe best reps never ask the same question twice. Turn pressure to productivity. Our job as leaders isn’t to pass pressure; it’s to use pressure to get more out of our reps. Ask your reps, “I look forward to seeing how you answer that question.” Listen early, join late. Pre-prep and game planning will save you some time in the long run. PATH TO PRESIDENT’S CLUB Manager, Commercial Sales @ Gong Mid-Market Account Executive @ Gong Senior Commercial Account

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33:30

209 (Sell) Winning Technical Deals by Leveraging Your...

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

2024/04/09

FOUR ACTIONABLE TAKEAWAYS To learn about what’s going on in other parts of your organization, get on the email alias distribution lists. Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal. To determine the next steps and what’s important to a buyer, ask, “Say you’re evaluating a few technologies, and they’re similar. What are the things that make you pick

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32:06

Hall of Fame: Stephen Guerguy Ep. 100

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

2024/04/08

FOUR ACTIONABLE TAKEAWAYS Challenge your prospect on fit early and often to test buy-in. Set landmines for competitors during the requirement-gathering phase. Require an exec-level bridge with your CEO instead of spending hours on an RFP. Use carrots to drive close when internal compelling events are lacking. PATH TO PRESIDENT’S CLUB Head of Strategic Accounts @ Monte Carlo Enterprise Sales Leader @ Monte Carlo Former Enterprise Sales @ Segment (acquired by Twilio) Former Commercial Sales

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32:23

208 (Lead) Why Your SDR Team Should Be Pipe Gen...

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

2024/04/04

FOUR ACTIONABLE LEADERSHIP TAKEAWAYSBooked meetings over the last 2 quarters times conversion rate = early quarter forecast for SDRs. There's a top-down financial plan and a bottoms-up forecast. Use that to calibrate the SDR team on exactly what they need to attack to hit their number but ensure we don't put pressure on the AE team when they walk into quarters with low coverage. Everyone has to forecast at top of funnel. Marketing, SDR, even the account directors should have top of funnel quotas

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29:10

207 (Sell) Building Your Own Technical Depth in Sales...

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

2024/04/02

FOUR ACTIONABLE TAKEAWAYS If you don’t have enough pain, ask for some documentation prior to the demo. The SE should reaffirm and ADD 15 minutes of discovery on the front end of the call. Link the demo portions specifically back to WHO SAID they had the problem. Give your champion an email sequence to share with people during the PoC. PATH TO PRESIDENT’S CLUB Senior Manager, Sales Engineering @ Grammarly Senior Sales Engineer, Value Realization Lead @ Grammarly Sales Engineer @

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21:46

April Special: The Future of Sales AI ft. Corporate Bro

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

2024/04/01

ACTIONABLE TAKEAWAYS Do the opposite of every single thing Corporate Bro Says Listen to Corporate Bro on his podcast Demoted Follow Corporate Bro on social: Instagram and YouTube RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

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33:16

206 (Lead) Implementing a Concession Approval Matrix...

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

2024/03/28

FOUR ACTIONABLE LEADERSHIP TAKEAWAYSEffective Monday Team Meetings. Add an element of fun to your Monday meetings. Follow the framework: Connect, Learn, Communicate, and Prioritize. Tuning Your Discount Matrix. Look at your current avg. discount, then make the matrix a bit better. Get a little incremental revenue out of improving discounting. The multi-Year Deal Grid. Show where a customer’s cost might change as they grow / shrink. But don’t pre-agree to growth. Speedy Meetings Are Better

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585 results

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