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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

7:04

The Real Reason Reps Miss Quota | Bite Sized Tactics

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

2025/06/04

Struggling to diagnose why your sales rep isn’t converting?Jordan Chavez (Head of Enterprise GTM @ ActivelyAI) breaks down his “5 Whys” sales coaching framework—a simple, proven method to uncover the real reason behind poor performance. Instead of jumping to surface-level fixes (like “just sell the value”), we’ll show you how to ask layered “why” questions that reveal what’s actually holding your reps back—whether it’s low confidence, weak discovery, or lack of preparation. Whether you're

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41:41

The One-Page Business Case That Closes 7-Figure Deals...

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

2025/06/03

Nate’s Business Case TemplateNate Nasralla shares how to craft a one-page business case that your champion can run with. By presenting it early, keeping it simple, and making it feel like an internal doc that earns buy-in from decision-makers. 🎙 ACTIONABLE TAKEAWAYS: Share an unfinished draft of your business case early to encourage collaboration and build alignment using Cunningham's Law. Present your business case in a simple, memo-style format limited to one page without flashy

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7:03

The $30M One-Pager: How Top Reps Build Business Cases...

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

2025/06/02

Nate’s Business Case Template One of the largest deals Nate (Co-Founder @ Fluint & Chief Growth Office @ Global Venture Network) ever closed—$30M—was won with a single, unbranded page. No logos. No design. Just black text on white paper. Why? Because it felt internal to the customer—not like a vendor pitch. The structure? Just 5 parts: 1. Priority-Driven Headline – Use the exec’s own language 2. Problem Statement – Frame the problem in a way that aligns with what you uniquely solve 3

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7:33

Stop Asking for Meetings in Cold Emails: How to Warm...

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

2025/05/30

If your first cold email asks for a meeting—you’re doing it wrong.In this video, Mark Kosoglow (Co-Founder/CEO @ OperatorChief + Revenue Officer @ Catalyst Software) breaks down a smarter outbound strategy: how to warm up buyers by educating them instead of pitching them. Whether you're an SDR, AE, or founder doing founder-led sales, this framework will help you increase reply rates and book more qualified meetings. RESOURCES DISCUSSED: ⁠Join our weekly newsletter⁠ ⁠Things you can

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37:03

What Great Sales Teams DO DIFFERENTLY: Pain Chain...

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

2025/05/29

Mark Kosoglow reveals why most outbound fails before it even starts and how identifying the pain chain can radically improve your team’s results.🎙 ACTIONABLE TAKEAWAYS: Define your ICP by real problems, not just data, to find the right prospects. Understand where prospects are in the buyer’s journey before asking for meetings. Use a “pain chain” of educational messages to move prospects from unaware to aware. Offer valuable insights or audits instead of just asking for

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40:53

The 10 Brutal Cold Calling Lessons You NEED to Learn...

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

2025/05/27

This is a 30 minute masterclass on the 10 lessons every rep needs to know when it comes to cold calling.Armand and Nick walk you through five lessons each that will leave you feeling ready to put in the work and pick up the phones! ✅ Inside this episode: You learn how to navigate rejection from a single person and find an alternative route through other people in the company to close the deal How to improve your script when you’re struggling Handling rude responses and understanding

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38:02

Steal Alex Kremer’s 1-Minute Routine to TRANSFORM...

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

2025/05/22

Alex Kremer shares tactical leadership strategies to help sales managers build engaged teams by using breath work for presence, empowering reps, and structuring effective 1:1s that drive results.🎙 ACTIONABLE TAKEAWAYS: Your vision shapes who you become today and guides the actions you take right now. Regularly asking your reps why they are at the company helps uncover their true motivations and commitment. Effective team meetings follow a clear structure: start with breathwork, then

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5:46

How to Run Team Meetings That Actually Motivate Your...

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

2025/05/21

Most leaders treat team meetings like a routine checklist, but they’re one of the few moments you have everyone’s full attention each week. Here’s how Alex Kremer (founder & CEO @ Alluviance) keeps his team motivated each time they meet:Start with Presence Get Your Team Involved Connect the Dots to a Bigger Impact The goal isn’t just to share numbers but to create a culture where your team feels valued and invested. Make your meetings a place for growth, not just updates. Watch the

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35:59

The Exact Strategy to Get Stakeholders to Say YES to...

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

2025/05/20

Learn how Max Licht wins complex 6 and 7-figure enterprise deals by shadowing his prospects’ workflows, de-risking every technical blocker, and turning IT stakeholders into deal accelerators. 🎙 ACTIONABLE TAKEAWAYS: Map five business or technical processes for shadow discovery and make sure a few showcase your product’s unique strengths. If a technical eval is dragging, call it out to trigger clarity on what’s needed for a business case and shorten the timeline. Look for pain points or

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7:56

Why your discovery call isn’t finding real problems

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

2025/05/19

Max Licht (Enterprise AE @ MaestroQA) breaks down his shadow-based discovery process. This technique goes beyond typical discovery calls, allowing you to witness firsthand where inefficiencies and bottlenecks are happening. 1. Identify the Painful Process - Research the customer's current workflow and tools (e.g., Excel, Salesforce) to understand the manual, time-consuming steps involved. - This reveals where inefficiencies exist, giving you a clear picture of the pain your solution can alleviate

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41:53

How to Run a Lightning-Fast Pipeline Review That...

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

2025/05/15

Mark Nietzel returns with the exact systems he used to lead his team to 110% of quota and earn a President’s Club trip to Barcelona. This episode is a tactical blueprint for pipeline accountability, deal progression, and how leaders can maximize the impact of onsites.🎙 ACTIONABLE TAKEAWAYS: Use the Lightning Pipeline Review to pressure-test deals with binary yes/no answers on key criteria. Enforce weekly pipeline trackers so reps forecast and explain exactly how they’ll build and

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40:53

How to Quantify Business Pain Without Feeling Salesy...

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

2025/05/13

Get the official 30MPC Aligned Mutual Action Plan: https://30mpc.teamaligned.com/room/67a4ccb055dca14b5ff5be3a?avk=daf0c1b1e0bcQuantifying business impact without triggering sales pressure is hard, but Meredith Chandler shows you exactly how to do it. From confident pricing to bulletproof ROI framing, this episode is a tactical masterclass. 🎙 ACTIONABLE TAKEAWAYS: Use “Here’s why I’m asking” to frame quantifying questions as helpful, not self-serving Every 2–3 questions, pause to show

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40:09

The One Dashboard Every Sales Leader Should Build |...

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

2025/05/12

Sales leaders—your CRM and dashboards are probably working against you. John Sherer shares tactical ways to clean the clutter, focus on the right metrics, and finally get reports that drive action (not confusion). 🎙 ACTIONABLE TAKEAWAYS: Ditch filters—build dashboards with pre-saved reports so your team gets faster, cleaner insights. Delete CRM fields that aren’t reported on or are full of junk to reduce noise and confusion. Only analyze win rates on mature pipeline from prior

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39:56

How to Deliver Hard News and Lead Through Tough Times...

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

2025/05/08

FOUR ACTIONABLE TAKEAWAYS:Use the "Why, What, How" framework to communicate hard changes—always start with the why to reduce the shiver effect and maintain trust. Don't sugarcoat bad news—treat your team like adults, be honest about challenges, and frame positives where appropriate. Create a lever cheat sheet for your sellers so they know what they can give (discounts, services) and what to ask for in return to protect deal value. After major changes like a RIF, give the team

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39:26

Say This to Start Discovery Calls with Instant...

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

2025/05/06

Enterprise sellers: this one’s a masterclass in leading high-impact discovery. Jen Allen-Knuth shares how to uncover deal-driving problems, guide calls with precision, and win executive trust with better prep and positioning.🎙 ACTIONABLE TAKEAWAYS: Use ChatGPT to explain your prospect’s business “like I’m 10” for clarity and messaging insight. Beat your prospect to the punch with a hypothesis to steer discovery toward winnable problems. Mirror high-level goals and “before

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40:39

How to Hire Reps Who Actually Know How to Sell |...

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

2025/05/05

🎙 ACTIONABLE TAKEAWAYS:Coach reps on storytelling—it’s a foundational skill that improves every sales conversation. Evaluate rep interview performance based on the questions they ask, not just their answers. Run mock pitches with target persona info—test prep, not product knowledge. Benchmark rep candidates one level below your best AEs to fairly assess potential. ANDREW’S PATH TO PRESIDENT’S CLUB: Head of Sales @ Superhuman Sr Director of Sales @ Scale AI Head of Global

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40:22

How to Build Rep Onboarding That Actually Sticks |...

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

2025/05/01

Guestie VP of Sales Jonah Mandel is back—and he’s bringing a battle-tested blueprint for leading a 60-person sales org. From onboarding frameworks to emotional pulse checks, this episode is a masterclass in scalable, high-intent leadership.🎙 ACTIONABLE TAKEAWAYS: Win the first 30 days or lose the next 300—structure onboarding to build lasting habits. Idiot-proof dashboards so any leader can read them like a story, not a spreadsheet. Track rep engagement by reverse-sorting Slack

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37:36

How to Control the Sale Without Sounding Pushy |...

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

2025/04/29

FOUR ACTIONABLE TAKEAWAYS:Position yourself as a partner, not a decision-maker, during negotiations. Frame your CFO or leadership as the final approver to deflect pressure and control the conversation Use a sliding scale for discounts based on timeline. Offer steeper discounts for faster signatures to create urgency without arbitrary end-of-month pressure Steer discovery and demos toward problems that matter. Don’t get stuck solving small issues—recommend workflows tied to real

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40:15

How to Nail Large Sales Meetings | David Rosenstein |...

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

2025/04/28

ACTIONABLE TAKEAWAYS: Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy. Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, you've still gained ground. Reframe Intentional Limitations: When faced with an objection or missing feature, consider if it’s intentional by

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37:37

How to Build a Cold Calling Culture | Colin Specter |...

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

2025/04/24

FOUR ACTIONABLE TAKEAWAYS: Schedule Everything: Cold call success starts with structure. Use scheduled power hours, follow-ups, and prospecting blocks to bring order and focus to your SDRs' day. Create Rituals That Boost Energy: Host a weekly kickoff meeting to align the team, recognize wins, and run call reviews. Energy is everything—ritualize it. Hold Reps to Input Standards: 150 dials per day is the expectation. If reps fall short, diagnose whether it’s a skill, will, or workflow issue and

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