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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

35:21

Playbook: Crushing your competitors

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

2023/09/06

Every 10th episode, we tear down one topic. This time, we’re talking about crushing your competitors. Actionable Takeaways 50% of deals are going to be won by just being a better seller, the other half by properly selling inside the winning zone. Start by figuring out what’s important to them, then recommend a few priorities specifically in your winning zone while seeding competitor losing zones. Against apples-to-apples competitors, tilt the odds in your favor with on-sites, power, and

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21:17

Club Playbook: Do the opposite (ft. Nick Cegelski)

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

2023/09/04

ACTIONABLE TAKEAWAYS Every 2-3 days reach out to prospects via phone, email, LinkedIn. Get on their radar and get a response. Abide by the law of diminishing returns. If a prospect isn't responding, give up and reallocate that effort to prospects that are legitimate. At the end of the meeting, before getting to the next step, pulse-check the customer using the 5-minute drill. It’s okay to sometimes lose a negotiation in favor of getting the deal done. Whenever possible, you should opt for a

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32:39

160 (Sell): Making meaningful intros to move...

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

2023/08/30

===================== Join us for a "Live from Unleash" episode of 30MPC on October 3-5 @ Seattle Convention Center ($300 discount) Come to experience AI-Powered selling with Outreach and learn actionable sales strategies from leaders and top performers from Cisco, Verizon, Grammarly, and more. ===================== FOUR ACTIONABLE TAKEAWAYS Monday morning opportunity hit list: create a list of opportunities that don’t have next steps or told you to call back around this time. If someone’s

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9:53

YouTube: How Much Money Can You Make in Tech Sales?...

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

2023/08/29

Watch in full vibrant color: https://bit.ly/3QUELRr 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

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28:12

159 (Sell): Leveraging your team to secure strategic...

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

2023/08/23

Join the most tactical sales newsletter in the world: https://hubs.li/Q01YFCP90 FOUR ACTIONABLE TAKEAWAYS Use the team Slack channel to keep your internal resources selling for you, alongside you, at every step of a big deal. Use your leaders to ask questions at different altitudes to change the level of the conversation. Forward the deal narrative to the CEO and have them reach out to the contact you’re trying to multithread into. Create your own references instead of using the customer

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5:07

Youtube: How To Build Rapport In Sales (NO WEATHER...

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

2023/08/22

🗒️ Watch in full vibrant color: https://bit.ly/44hjTa4 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

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8:26

YouTube: How To Prep For Your Next Sales Call

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

2023/08/18

Watch in full vibrant color: https://bit.ly/3QGDoWc 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

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41:31

158 (Sell): Conquering the chaos at the end of your...

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

2023/08/16

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS There are four levers in a negotiation: Volume, timing of cash, length of commitment, and timing of the deal. When describing the levers, explain upfront: There’s tremendous value in us being able to predict and we’re willing to pay for that in the form of a discount. Hold firm by telling everyone in the world what the 4 levers are EARLY in your sales cycle. When power comes in for a final

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8:44

YouTube: Triple Your Email Replies With The 3x3 Cold...

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

2023/08/15

Watch in full vibrant color: https://bit.ly/458zfP8 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

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32:51

157 (Sell): Riding rising stars on the way to...

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

2023/08/09

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Figure out your champion’s motives. This might look like supporting their business motives / aligning with their bonus/financial motives / or making them feel like they’re going to ink their next promotion. The Sandwich Sale: Combine the groundswell at the bottom of the organization with executive momentum at the top to squeeze the middle managers into action. Ask the executive: “Who’s your

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11:16

YouTube: I Book 1 In 3 Cold Calls With This Opener

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

2023/08/08

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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4:16

YouTube: Got Hung Up On? Use This Cold Call Script...

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

2023/08/04

Watch in full vibrant color: https://bit.ly/3KjHrnz 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

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7:37

YouTube: 7 Ways To Get Your Prospects Talking...

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

2023/08/03

Watch in full vibrant color: https://bit.ly/3qb4ni0 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

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34:06

156 (Sell): Amplifying authenticity to soft close...

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

2023/08/02

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 But wait, there's even more Gong x 30MPC at our Master Class Series :) FOUR ACTIONABLE TAKEAWAYS Use the 3x3 after your opener: “I noticed this, this, and this about you…how familiar are you with what we do?” Be outrageously authentic. Example: “I would’ve been fired if I only closed deals with allocated budget.” Set the expectation for three call outcomes upfront. At the end, tell them you think we’re at a 1 (which

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5:47

YouTube: The Permission-Based Cold Call Opener, With...

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

2023/08/01

Watch in full vibrant color: https://bit.ly/3QkqnS3 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

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7:25

YouTube: I Handle EVERY Cold Call Objection like Mr...

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

2023/07/31

Watch in full vibrant color: https://bit.ly/44KFn02 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

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34:28

155 (Sell): Leveraging enterprise executives to...

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

2023/07/26

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your executive meetings with the top 2-3 priorities, then be quiet and let them explain why they took your call. At the end of the executive meeting, ask them to sponsor you and make intros to each department lead. Test pricing throughout the sales cycle with each department lead so that when the big proposal lands, it can be justified. Not sure if the deal is a waste of time? Ask: is

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25:33

Hall of Fame: Kevin “KD” Dorsey Ep. 8

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

2023/07/24

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use problem ?’s ending in “so that _____ doesn’t happen.” Then give multiple choice. Use a slight downtone when hearing the response to get prospects to lean in Use bucket questions to get your prospect to agree to 1 of 2 problems they’re having Use “I think this might make sense” before coming in hot with your value prop PATH TO PRESIDENT’S CLUB SVP of Sales and Partnerships at Bench

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29:34

154 (Sell): Pushing pipeline by selling value...

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

2023/07/19

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Offer them value instead of meetings. Frame your asks in terms of what they will get out of the meeting. If someone is on a competitor, offer insights on where that competitor may fall short. Politely illuminate things that might be a bit “off” in their business. Provide an off-ramp for the prospect by making them explain why they are willing to invest in the next step. “Where does this

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35:08

153 (Sell): Driving deals with show & tell through...

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

2023/07/12

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start with the lay of the land questions > heaven and hell questions > typically questions. If they don’t know the metric they’re trying to improve, it’s your job to educate THEM on the metric you can solve for. Tell. Show. Tell. Tell them what you’re going to show them > show it to them > then tell them what you just showed them and how it relates to what you learned about them in

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