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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

30:05

109 (Sell): Prospecting into your customer's new...

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

2022/08/03

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Stay top of mind with your closed/lost opps with introductions, referrals, and nuggets (don't be another email marketer). Re-engage former customers at new companies by proposing how your product fits them in their new role/company. Leverage team selling to stay multithreaded in an account instead of restarting a sales cycle when you lose a champion. Get a new champion by finding the next

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27:44

108 (Sell): Managing expansion sales and executive...

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

2022/07/27

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Get ahead of every executive conversation by first prepping with a champion pre-call. Use Slack channels for champion collaboration and driving deals to close. Before going into an executive demo, make sure the priorities you collected from discovery are aligned with the executive's. Always create a work-back plan linked to date-of-value so deals don't stall when entering legal, security,

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30:34

107 (Sell): Architecting the buyer’s journey (Kyle...

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

2022/07/20

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When you’re asking questions don’t just ask the question. Say, “the reason I’m asking is because (insert problem). Go into a discovery call with a hypothesis of the problem you can solve. As you prove it out, give little proof points (case studies, stories) so it’s not an interrogation. When demoing, demo 80/20. 20% of what matters most spend 80% on that. Bonus: stack your demo with what

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29:09

106 (Sell): Looking for trouble with humbling...

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

2022/07/13

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Go back to “home plate” and re-anchor to top priorities when dealing with demo “nitpicks”. Use “To what extent” to turn any close-ended question into an open-ended question. Turn your demo into more discovery with (a) HOW does this compare? (b) WHERE does this fit in your workflow? (c) WHO would use this? Seek out hesitation. “Based on what you’ve seen today, what would prevent us from

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7:09

Product Roadmap: Q3 2022

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

2022/07/07

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 We like to drop new stuff from time to time. So here's the scoop... 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

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30:01

105 (Sell): Taking control of the buying process...

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

2022/07/06

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Write down what you want to get out of the call and two ways you can get it. Use one team to prove your business case, then build it out for the others. Don't enter a PoC unless you have security, legal, etc. wrapped or in progress already. Don’t fixate on just a person’s title. Someone with tenure may have as much or more political capital than those with a newer, higher title. PATH TO

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29:09

Hall of Fame: Sarah Brazier Ep. 17

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

2022/07/04

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 We're running it back! Here's one of our all-time favorite episodes on 30MPC. FOUR ACTIONABLE TAKEAWAYS Write like a human - especially in your Linkedin DMs. No over-formal language. Leverage up by reaching out to ICs, then getting referrals to the VPs. Tell them it’s a cold call, then ask permission to sell before ya start selling. Use permission-based selling in your upfront contract. Get the buy-in on the

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30:36

104 (Sell): Asking the right questions to ensure a...

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

2022/06/29

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Define success criteria before going into a pilot so you don’t waste your time. Run two products during the POC so your buyers choose between your options vs the competition. Establish a buying window by highlighting a compelling event OR the cost of inaction. Prioritize your pipeline as finish line deals > pilots > open deals > warm follow-ups. PATH TO PRESIDENT’S CLUB Director of Sales

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28:47

103 (Sell): Getting ahead of negotiation by calling...

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

2022/06/22

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

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30:43

102 (Sell): Setting expectations with the next next...

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

2022/06/15

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t just set the next steps. Set the next next steps. 2nd meeting demos should be 100% business application focused. NOT technical. Set that expectation upfront. In the 3rd meeting, lead with top 3 themes you’ve heard, then ask “what do you think?” before jumping into demo. In that meeting, have a 5 minute exec demo and a deep dive demo in your back pocket. THE LATEST FROM 30MPC Tactic

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28:43

101 (Sell): Handling objections with empathy and...

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

2022/06/08

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Incept interest early by citing articles, years at role, X times they’ve had role, etc. Find and rank top triggers, then use the first one you find when doing outreach. Establish trust by pointing out challenges or differences with typical customer profiles. Find design partners by being honest upfront with where your vision / product gaps are. PATH TO PRESIDENT’S CLUB Operating Partner

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29:12

Playbook: Top 10 moments that change the way we sell

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

2022/06/01

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. 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

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32:06

100 (Sell): Challenging your customer to ensure the...

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

2022/05/25

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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 in an RFP. Use carrots to drive close when internal compelling events are lacking. PATH TO PRESIDENT’S CLUB Enterprise Sales Leader @ Monte Carlo Former Enterprise Sales @ Segment

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25:12

99 (Sell): Becoming a consultant in your sales cycle...

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

2022/05/18

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Whiteboard out the vision state once you’ve identified the pain. Link their current state with how far off they are from their vision state. Bring new members back up to speed before jumping right into the demo. Use self deprecation on your cold calls - put it on yourself to lower the guard. PATH TO PRESIDENT’S CLUB Senior Manager of Business Development @ Reprise Founding Account

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29:01

98 (Sell): Writing better emails with data-backed...

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

2022/05/11

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Avoid using first names or commands in your subject lines. Use unsure tones (e.g. typically, usually) instead of informative tones in your emails. Never ask more than one question in an email. Sending 50 word emails yields better results than 125 word emails. PATH TO PRESIDENT’S CLUB Co-Founder & COO @ Lavender THE LATEST FROM 30MPC Tactic TV Toolkits & Templates THE LATEST FROM

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30:34

97 (Sell): Handling the tough objections (Tom Alaimo,...

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

2022/05/04

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Prep your champion when re-engaging an opportunity so they aren’t blindsided. Keep your emails light. Fewer links, attachments, etc. tend to work better. Stop overcomplicating your CTAs with word games or aggressive asks. Try to unpack all the possible underlying causes in a vague objection. PATH TO PRESIDENT’S CLUB Growth Account Executive @ Gong THE LATEST FROM 30MPC Tactic

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31:03

96 (Sell): Finding success by adding structure to...

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

2022/04/27

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Send three touches on your first outreach - personalized email, call, LinkedIn connect. Keep your subject lines at 1-3 words with a clear value prop segue in the body. Avoid process related problems when prospecting above the line. Re-visit your research before refreshing your outreach on a cold account. PATH TO PRESIDENT’S CLUB Commercial AE @ Outreach Former Mid-Mkt Growth Account

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29:31

95 (Sell): Prospecting at scale without compromising...

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

2022/04/20

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Split your prospecting in 3 buckets (find 25 accounts, research 25, sequence 25). Run a report for any accounts with “[in]” activity when pulling prospects. Look for the same 3-4 key triggers every time you’re researching prospects. Build snippets for each of those triggers to personalize at scale. PATH TO PRESIDENT’S CLUB Data Account Executive @ Pave THE LATEST FROM 30MPC Tactic

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53:39

Hall of Fame: Kyle Coleman Ep. 4 & 47

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

2022/04/18

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 We're running it back! Here's one of our all-time favorite episodes on 30MPC. 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

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31:21

94 (Sell): Utilizing a JEP to drive multithreading...

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

2022/04/13

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Always provide context before asking for access to power. Start your JEP with critical events and work backwards from there. Mitigate risk by establishing and aligning on the next three steps of the buying cycle. Request specific names to key stakeholders early in the process to make the ask easier. PATH TO PRESIDENT’S CLUB Enterprise Account Manager @ TripActions THE LATEST FROM

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