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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

32:49

205 (Sell) How To Brief Your Exec Before A Sales Call...

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

2024/03/26

Caitlin’s Checklist to Brief Your Execs Before Calls: www.30mpc.com/newsletter/checklist-to-brief-your-execs-before-sales-calls FOUR ACTIONABLE TAKEAWAYS Explain things in your customer’s language. Adapt data and demos to how the customer works and thinks. Involve your champion in every customer touchpoint because they will help share context and help be your co-quarterback for the deal. Ask your buyer to correct you. When you get to the point of the sale where you’re walking through next steps

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29:52

Hall of Fame: Cory Bray Ep. 80

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

2024/03/25

FOUR ACTIONABLE TAKEAWAYS: Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions. Avoid open-ended q’s, instead use “typically” or “usually” language to demonstrate credibility. Keep your demo’s interactive by asking the prospect what jumps out to them right away. Start your demo’s with the exciting outcomes and work backwards to reality (integrations, permissions) COREY'S PATH TO PRESIDENT'S CLUB: Co-Founder @ CoachCRM Co-Founder & Board Member

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14:08

Product Roadmap: Q2 2024

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

2024/03/22

Q2 ROADMAPWe wrote the book on Cold Calling: Preview the Intro Mr. Miyagi Method: 18 Cold Call Objections & How to Handle Twitter: Follow Armand YouTube: Stay Tuned Tactic Teardowns: Register for Q2 Sessions Kevin “KD” Dorsey Joins the Club: Congratulate KD RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

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31:26

204 (Lead) Tactics for Tackling Team Promotions and...

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

2024/03/21

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Increase the surface area of your luck. Sometimes, getting promoted takes luck. So help out as much as possible in all the places you can. Don’t let a slow burn hurt others. If a rep isn’t ready to be promoted, provide feedback early. Don’t create an environment where a toxic attitude spreads. Test drive managers before promoting. Insert the best candidate in actual situations. Communicate your decision with the team so everyone is on the same page. Make

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28:25

203 (Sell) Blueprint to Establish Business-Level...

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

2024/03/19

FOUR ACTIONABLE TAKEAWAYS When you’re doing a POC, you should be surveying the users and participants in that POC about their experience. If you’re working in a fairly technical sale, don’t shy away from answering technical questions with your depth of understanding, but let the customer know that is your depth of understanding. Use a pre-POC questionnaire to ensure that the champion is the right person to lead the POC. Do a POC kickoff call to set yourself up for success. PATH TO PRESIDENT’S

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32:22

Hall of Fame: Doug Landis Ep. 110

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

2024/03/18

FOUR ACTIONABLE TAKEAWAYS Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect. Avoid deep-diving into features until you've established “why change?” and “why now?”. Show up to your discovery with a theory about their pains and your solutions. Don’t just start peppering questions. Soften the CTA with “would you be open to” instead of heavier asks before the customer is ready to dive deep. PATH TO PRESIDENT'S CLUB Growth Partner @

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33:12

202 (Lead) How to Break Down Rep Discovery Into...

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

2024/03/14

Chase Macaione's Discovery Call Prep Sheet & GuideFOUR ACTIONABLE LEADERSHIP TAKEAWAYS How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer. What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call. Have reps come in with a hypothesis or a POV based on what they see about the company. If the company is shrinking, the way

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32:54

Sales Playbook: Armand and Nick Teach You How to...

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

2024/03/12

Every 10th episode, we tear down one topic. This time, we’re talking about objections. ACTIONABLE TAKEAWAYS Most objections are actually reactions. So if you know how to handle the reaction, you’ll swat away any objection. The intro to the Mr. Miyagi method - agree with the objection to remove the pressure, incentivize conversation to get them to share more about the objection, and sell the test drive. For dismissive objections be disarmingly blunt; for “not interested” objections, handle the

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32:24

Hall of Fame: Keenan Ep. 75

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

2024/03/11

Four Actionable Takeaways: * Don’t talk about root causes/technicalities until you get to the business impact first. * Condense the problem you solve into a single sentence - stop overcomplicating things. * Lean on their desired future state instead of talking about the past. * Get to the question/reason behind those unexpected/general questions. ====================== Keenan’s Path to President’s Club: * CEO @ Noted Analytics * CEO @ A Sales Guy Consulting * Author of Gap Selling * Author of Not

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33:10

201 (Lead) How to Build an Early Stage Sales Team...

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

2024/03/07

FOUR ACTIONABLE LEADERSHIP TAKEAWAYSWhen you are trying to clone that first rep, make sure that you don’t confuse personality with skill set. Your customers have the answers. Talk to your customers. Do not do the things that you're horrible at. Hire for the things that are not your strengths. Invest your time in enablement. You and your reps should track how you win each deal for ongoing development. PATH TO PRESIDENT’S CLUB VP, Sales @ Tenderly Founding Member, First Hires Program @ First

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29:10

200 (Sell) Handling Unreasonable Prospect Asks With...

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

2024/03/05

FOUR ACTIONABLE TAKEAWAYS If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize. If you are giving reasons to a prospect for why something they asked for is not the best idea, make those reasons about them and in their best interest. Don't chase tennis balls. Create equal footing by getting something before we just jump to giving. Be a guide, not a servant. Buyers are not looking for us to say yes to everything. Evaluate every

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29:53

Hall of Fame: Jeb Blount Ep. 83

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

2024/03/04

FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections differently with a ledge (ledge > disrupt statement > ask). Handle ‘existing solution’ objections by offering value to keep the other guys honest. Get past gatekeepers with respect, giving specific value, and providing social proof. PATH TO PRESIDENT’S CLUB CEO @ Sales Gravy Author or 13 books including Fanatical Prospecting, Virtual Selling, and Inked. VP of Sales @ kgb VP

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11:16

Mini Playbook: Book 1 In 3 Cold Calls With This Opener

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

2024/03/01

The Heard The Name Tossed Around Opener - The first ever viral sales tactic I released is the opener that helped me book 1 in 3 cold calls. It's yours to steal now.THE LATEST FROM 30MPC Tactic Teardown Toolkits & Templates THINGS YOU CAN STEAL Prospecting Lavender: Sales Email Frameworks ZoomInfo: 5 Plays, 30MPC Style Woodpecker: Nick’s Sales Cadence Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max) Boomerang: Tactics for Peak

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32:36

199 (Lead) Why You Should Practice Breathwork Before...

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

2024/02/29

FOUR ACTIONABLE LEADERSHIP TAKEAWAYSHave two one-on-ones in a week. One that talks deals and one focused on your rep as a person. Investing in a person always pays off with better deals. Practice breathwork at the beginning of your team meetings. It will help your team feel relaxed and engaged. Have one rep teach one mini skill builder for 5-10 minutes at the end of your team meetings. If one of those mini skill builders hits well, have a longer session around it. Use the mini skill builders

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33:31

198 (Sell) Why You Should Never Mention AI in Your...

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

2024/02/27

FOUR ACTIONABLE TAKEAWAYSDo not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally. Prep for your sales calls by understanding lookalike conversations your team has had in the past. Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just pull them into the boat. Let them know that the boat is there and you have an awesome champion so they can affirm you’re in the right place. Don’t say

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30:23

Hall of Fame: Josh Braun Ep. 63

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

2024/02/26

Four Actionable Takeaways: * Figure out the cost of inaction when a prospect says “this isn’t a priority right now”. * Sell from the buyer’s perspective w/ Poke the Bear to gain interest before you talk about your product. * Mirror the “not interested” to figure out the real objection (relevance, comiss. breath, bad time). * A/B test cold call opens (Poke the Bear/New Content) to figure out what works best for you. ====================== Josh’s Path to President’s Club: * Founder @ Josh Braun Sales

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58:50

Steal the new model for the anti-bloated,...

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

2024/02/23

THE LATEST FROM 30MPC Tactic Teardown Toolkits & Templates THINGS YOU CAN STEAL Prospecting Lavender: Sales Email Frameworks ZoomInfo: 5 Plays, 30MPC Style Woodpecker: Nick’s Sales Cadence Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max) Boomerang: Tactics for Peak Productivity RocketReach: 8 ways to triple your phone connects and email opens Influ2: 9 Ways to Humanize Your Outreach Discovery & Demo Otter.ai: The Ultimate

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32:34

197 (Lead) Communication Hacks to Unleash Your Sales...

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

2024/02/22

Check out Jake’s new book The Innovative Seller: Keeping Peace in an AI and Consumer-Centric World and order your copy today! FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Allocate your time into now, near future, and far future to identify true priorities. Use two-week blocks to understand where those priorities fall at any given time. When managing promotion expectations of reps, communication and clarity from you as a leader is the only way you can help them move up their place in line. Hitting numbers

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33:04

196 (Sell) How to Roll with ANY Objection in a Cold...

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

2024/02/20

Register for the Tactic Teardown on how to beat any objection in a cold call. FOUR ACTIONABLE TAKEAWAYS Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the close on the cold call. Call nine before nine, and five after five. Those early morning and evening dials can be some of the best ways to increase your connect rate with hard-to-reach prospects. After your opener, go through the

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32:44

Hall of Fame: Joe Diliberto Ep. 71

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

2024/02/19

Four Actionable Takeaways: * Use an UFC at the beginning of your meeting to anchor customers to next steps at the end. * Use an UFC at the end of your meeting to anchor to outcomes of the following meeting. * Demonstrate active listening and credibility by pausing to dig in deeper when uncovering a truth. * When surprised by a hard stop...establish an even shorter stop to figure out if the time is even needed. Path to President’s Club: * President/Owner @ Sandler Training SF THE LATEST FROM

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