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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

18:15

Product Roadmap: Q2 2023

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

2023/04/03

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 THE LATEST FROM 30MPC Tactic TV Toolkits & Templates 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

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27:40

140 (Sell): Optimizing your time-consuming sequences...

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

2023/03/29

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Sam's Agoge Sequence FOUR ACTIONABLE TAKEAWAYS Analyze a low performer's time allocation to identify areas for improvement. Filter time-consuming sequences in your SEP and review the people included. Categorize your sequences to prioritize opportunities effectively. Segment people into immediate opportunities, helpful but not immediate, and irrelevant. Standardize your value proposition based on persona to

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32:03

139 (Sell): Building trust when selling at...

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

2023/03/22

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Grow your existing pipeline 50% by asking for referrals. Use these 3 common PLG (product-led growth) triggers to engage freemium users: sign-ups, increased usages, and multiple users on one account. Don’t immediately sell your roadmap. Instead, find customers who are 80% aligned with the vision and use the roadmap to bridge the 20%. If you’re selling early-stage, focus on the early adopters

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33:54

138 (Sell): Building your sales process step by step...

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

2023/03/15

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Luke's Recap Email Templates FOUR ACTIONABLE TAKEAWAYS Build your sales process out step by step. This will fuel how you ask for next actions. Build templates for every part of your sales process. Ex: discovery recap email, group demo recap email, lost deal email. Once you finish your first discovery call, continue to recap the top 3 priorities in terms of the business problem. Include a context guide

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30:15

137 (Sell): Structuring the steps of your discovery...

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

2023/03/08

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 UserGems’ Job Change Sequence 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

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34:06

136 (Sell): Adding discipline into your sales process...

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

2023/03/01

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Anthony's 3-Step Email Framework FOUR ACTIONABLE TAKEAWAYS On a cold call: Get permission, lead with a problem statement and its negative consequences, then ask how they’re addressing it today. Once you have validation, book the meeting. On a normal discovery call: Ask why they took the call, why change at all, and lastly why change now. On a competitive discovery call: Start with why they bought their

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28:19

135 (Sell): Part 2: Pacing your conversation with a...

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

2023/02/22

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download KD's "Did I" Checklist Manifesto FOUR ACTIONABLE TAKEAWAYS After the demo, get a sense of what they liked and use it to justify your ask to power. Avoid getting stuck below the line with “yes-and” - loop in the suggestion but also confirm the email you want instead of asking for permission. When you get to power, recap the key problems you found first, then open it up and ask what’s important to

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33:21

Hall of Fame: Joe Caprio Ep. 35

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

2023/02/20

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Stop withholding the demo from your prospects, ask how they want to run it. 5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat. Don’t force yourself to power. Enable your champion to have the conversations. If you need power, ask your champion questions they need power to answer. THE LATEST FROM 30MPC Tactic TV Toolkits & Templates THE LATEST FROM

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27:59

134 (Sell): Part 1: Connecting the dots in your...

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

2023/02/15

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download KD's "Did I" Checklist Manifesto FOUR ACTIONABLE TAKEAWAYS PPI (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

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30:30

133 (Sell): Identifying the difference between pain...

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

2023/02/08

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS If you don’t dig into their self-diagnosis, you lose credibility. When you hear their diagnosis, ask why they came to that conclusion and then begin to unpack it. Unpack the diagnosis by starting with the questions that will most likely get you to the answer quickly. Once you know the key metrics that drive their business (e.g., open rates, reply rates), you can deposit and add value by

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29:37

132 (Sell): Controlling the sales process in the...

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

2023/02/01

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Wingman’s In-App Objection Handling Battlecards FOUR ACTIONABLE TAKEAWAYS Use typically language to help guide your buyer into the next steps. When the buyer wants to multithread to someone you’re not familiar with, ask how that person has contributed to purchases in the past. When your champion is proposing to finance, offer to be a “fly on the wall” to help support them. If you aren’t on the call, ask questions

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39:40

131 (Sell): Plan your attack, then attack your plan...

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

2023/01/25

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Liam’s Account Planning Sheet FOUR ACTIONABLE TAKEAWAYS Start discovery by asking why they were hired in the first place. It’ll help build rapport and understand the organizational vision. If you suspect someone is going to be a blocker in the deal, bring it up with your champion before it even happens. Don’t stay single-threaded in accounts. Just because you booked a meeting doesn't mean you shouldn’t keep

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27:10

Playbook: The Negotiation Playbook

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

2023/01/18

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When giving price: explain how it works first, then give price and stop talking. When the customer asks for a discount, act surprised and push away to encourage them to come back to the table. Lock in access to power before negotiating. Confirm the person you’re speaking to can get the deal done on time and approved. Don’t make unilateral concessions. Try to leverage options or create a

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32:35

130 (Sell): Asking questions that get your buyer...

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

2023/01/11

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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

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23:38

129 (Sell): Using pushes to handle objections (Will...

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

2023/01/04

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When asked for pricing early, give a range but hold the other key pricing details until you get feedback. If you’re getting ongoing buying objections, suggest that it may be too early to be talking. Get to the true objection when someone asks to be sent more information. Before giving any discounts, get clear commitment on timing. And make it clear that if there’s a slip, it starts back at

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30:03

128 (Sell): Booking more outbound meetings with...

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

2022/12/28

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Segment your sequences between above and below-the-line decision-makers. Permission Slap: Ask for permission to give valuable information. e.g. Can I send you a 90-second video so I can show how you might get a sense of what win rates look like in RFPs? Look for keywords in the investor day transcript or in the 10-K, then attach those to the messaging you use above the line. Prospect in

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24:26

127 (Sell): 6 Ways to Get Coal in Your Stocking from...

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

2022/12/21

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Prospect the right people: 80% of your prospecting time should be spent contacting folks ABOVE the power line. Set agendas like a human being: In the first 4 minutes of any meeting, address the time, the meeting content, & the potential next steps. Understand the intent behind your prospect's questions: If you get asked a broad question from a prospect, ask a question about their question to

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14:29

Product Roadmap: Q1 2023

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

2022/12/19

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 THE LATEST FROM 30MPC Tactic TV Toolkits & Templates 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

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33:34

126 (Sell): Holding your customer accountable through...

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

2022/12/14

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS 3 ways to know you have a champion (influence & authority): always willing to hop on a call, willing to bring in their boss, and able to set meetings with cross-functional teams. In a team demo, use Slack/text for live internal communication and strategy. Ideally, establish your executive calls 1:1. You’ll avoid deal fatigue and better understand their true priorities. Use PoCs to create

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30:03

125 (Sell): Active listening to loosen up your...

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

2022/12/07

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS 3-step process every time you book a meeting: Show gratitude, send an invite with your company name first, and connect with them on LinkedIn. Use a pre-call checklist for discovery. Research everything you can about your buyer and show them you know them in the first 5 minutes of the call. Use “typically” language when prospects are hesitant to open up. By sharing common situations, it

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