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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

32:37

Hall of Fame: Morgan Ingram Ep. 16

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

2022/12/05

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Check your profile views and ask your prospects “did I do something wrong?” The PLA Phone Opener: Pleasant, laugh, and arms-up. 5/20/5 Disco: Build rapport and set the agenda, body of the disco, then next steps. 10/30/10 LI Video: Grab their attention, tell them the reason for the video, ask. THE LATEST FROM 30MPC Tactic TV Toolkits & Templates THE LATEST FROM 30MPC Tactic

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29:26

124 (Sell): Using "client voice" with your prospects...

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

2022/11/30

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use the line “in order to be conscious of your time…” to lead into your post-opener statement. Jump into your research and follow up with a light question to earn another one. Use “client voice” to describe common challenges from your customers. Leverage those stories into open-ended questions to gauge fit. Demonstrate your understanding of their problem and use it to present a tailored

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30:38

123 (Sell): Building impact and intensifying urgency...

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

2022/11/23

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

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34:39

122 (Sell): Overcoming mistakes and missed...

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

2022/11/16

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t block yourself by prospecting and meeting with non-champions / non-economic buyers / below-the-line prospects. Use your champion to pre-brief your economic buyer before you present to them so that you don’t have to spend time demoing. Identify the right champion by seeing who takes the next steps, who gets listened to when they speak, and gauging the rigor of their questions. Play the

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32:19

121 (Sell): Creating and accelerating your emails...

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

2022/11/09

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Read your emails out loud before you send them. Use contractions and shorter sentences to sound less robotic. Speak the language of your target persona. Tie the problems of that persona to the company priorities. Use the 3x3 recap email: List the top 3 takeaways from the meeting, followed by the top 3 next steps. When phrasing the top takeaways, make it SHORT and focus most of your summary

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29:26

Playbook: Cold Calling Playbook Part 2

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

2022/11/02

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Part 1: The Playbook Revisited Use a permission-based or ‘heard the name tossed around’ opener Describe an excruciatingly painful problem prop Suggest times or send a placeholder invite Part 2: The Next Chapters Handle objections with the Mr. Miyagi framework Leverage 1-2 punch voicemails leading with context and redirecting to email Treat your call blocks like a workout and get dialing! THE LATEST FROM

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35:02

120 (Sell): The Don't Get Ghosted Playbook

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

2022/10/26

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Section I: Preventing yourself from getting ghosted Pre-Meeting Confirm the calendar invite Set the placeholder Create a pre-meeting agenda Never leave a cancellation without a meeting, always punt the invite In the discovery call Upfront contract Labeling questions “sounds like” Question behind the question At the end of a discovery call: 5-minute drill Use a JEP / align on next next steps Benign

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27:00

119 (Sell): Using social proof tactics in your cold...

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

2022/10/19

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations. Try to get a direct referral to your target persona, next best would be “permission to mention X’s name”, next best would be using the information from X’s conversation when contacting the target. Use “[X] said we should speak” as a simple, attention-grabbing subject line

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34:38

118 (Sell): Optimizing for connections and...

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

2022/10/12

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

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30:37

117 (Sell): Building a business case with your...

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

2022/10/05

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Include a short, one-page memo in your calendar invite so they can digest what you want to communicate. Then start your meeting 5 minutes later and dig right in. Create your business case in Mad Lib Style. Start with a framework and fill in the gaps as you go through the call, helping to build out the storyline. Use language in your business case that's internal to the buying team, weaving

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32:17

116 (Sell): Setting the steps of your Mutual Action...

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

2022/09/28

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Identify your champion and the problem you’ll be trying to solve, THEN share the MAP with them. Map out the key milestones in the deal and customize them for the people who need to be involved. Don’t show every step in the MAP right away. Have the big stages listed, then deep dive into the current stage. Anchor the MAP to their go-live date so they know you’ll be coming to those steps at a

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9:04

Product Roadmap: Q4 2022

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

2022/09/22

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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33:50

115 (Sell): Selling the 20% (John Barrows, Founder @...

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

2022/09/21

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Quantify the number of qualification questions you are going to ask to avoid discovery fatigue. Don’t claim to be the best at everything. Sell the 20% of A - what is most important and B - what you’re best at. Once you’ve heard their priorities, add to them so you can establish credibility as an advisor. Summarize key points from the meeting (priorities, impact, and timeline) and ask for

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34:02

Hall of Fame: How to land a killer sales job

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

2022/09/19

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Build a top 25 accounts list that meet your criteria on space, prestige, size, etc. Have a non-hideous resume with short, punchy sentences and specific numbers. Prep for your interview by developing a point of view from the company’s perspective. Don't be afraid to negotiate the terms of your deal. If you don’t ask, you’ll never get. THE LATEST FROM 30MPC Tactic TV Toolkits &

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30:42

114 (Sell): Prospecting with a proper human touch...

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

2022/09/14

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

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31:14

113 (Sell): Storytelling to show prospects you can...

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

2022/09/07

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

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34:11

112 (Sell): Uncovering the buying process with your...

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

2022/08/31

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Rank your buyer’s priorities in the first meeting so you know what to spend the majority of time on in the future. Give pricing early and pivot based on reactions. If you end up giving concessions, always add an expiration date. Stay engaged while your SE is demoing. It’s on you to keep the call on track. Use the Zoom gallery view to identify unengaged participants - ask them easy questions

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29:48

111 (Sell): Creating close plans for every step of...

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

2022/08/24

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use a customer-facing close plan to map out the key steps (power, security, legal) in your sales cycle. Review the key steps of your plan live in EVERY call rather than just sending it once through email. Make a coach / champion determination by asking about past purchasing experience. Send the blank connect request on LinkedIn when mass prospecting - skip the “fake” tailoring. PATH TO

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36:35

Playbook: Everything prospecting that isn't email or...

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

2022/08/17

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Create an event-specific sequence for expos/tradeshows w/ the CTA being “open to stopping by the booth?”. Use highly tailored gifting for your top-tier accounts instead of just sending out dozens of Starbucks gift cards. Seek out referrals by finding tangential partners to trade leads with. Don't treat LinkedIn like email: use connects, content engagement, and DM's strategically. THE

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32:22

110 (Sell): Leveling with your buyer and setting...

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

2022/08/10

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

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