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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

40:13

Why Most Sales Processes Fail (How to Elite Sales...

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

2025/06/26

Nathan Broome brings a masterclass in building and operationalizing high-performing sales processes. He shares how great leaders drive clarity, prep their teams for success, and coach reps to consistent wins by simplifying execution at every stage of the deal cycle.🎙 ACTIONABLE TAKEAWAYS: Map out your sales process step-by-step by defining what reps should do before, during, and after each call. Define the “big win” (W) for each call and give reps 3–5 different ways to achieve it—without

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6:03

Forget Perfect Sales Calls: Here’s the Only Outcome...

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

2025/06/25

Too many sellers get caught up chasing the "perfect" sales call — flawless questions, polished delivery, fancy frameworks. But here’s the truth: None of that matters if you don’t uncover a real, buyer-agreed problem you can solve.Nathan Broome (SVP of Sales @ Common Room) breaks down the simple but powerful concept of defining the Big W — the measurable win for every sales stage. From discovery to demos, your job isn’t to sound perfect — it’s to guide the buyer to clarity and prove you can solve

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40:24

Why You’re Losing Deals by Not Picking Up the Phone |...

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

2025/06/24

Getting your buyer live on the phone isn’t old school—it’s elite. In this episode, Michelle Cecil, two-time President’s Club winner at Procore, shares how dialing instead of emailing builds trust, collapses timelines, and puts you back in control of your deals. Her approach proves that the phone isn’t dead—it’s your most underused weapon. 🎙 ACTIONABLE TAKEAWAYS: Don’t negotiate over email — Use a “carrot on a stick” to earn a callback, then close the gap in live conversation where nuance

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8:00

Never Negotiate Over Email (Do This Instead) |...

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

2025/06/23

Too many reps lose deals by trying to negotiate or explain everything over email. Michelle Cecil (Commercial Sales manager @ Procore) breaks down why you should never negotiate in writing—and what to do instead to win more deals. You’ll learn: How to use the "carrot on a stick" to earn live calls Why delivering price live gives you an edge in negotiations The #1 pre-meeting prep tactic to build trust and tailor demos A better alternative to sending long, technical emails The power

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39:27

Show The Product on The First Call: The GENIUS High...

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

2025/06/19

High velocity sales isn’t about rushing… it’s about precision, urgency, and clarity. In this episode, Mallika Sahay breaks down how to build a lightning-fast sales motion without sacrificing quality, trust, or control.🎙 ACTIONABLE TAKEAWAYS: Use a product story early — Instead of saving the demo, introduce a product story on the first call to create momentum and shorten deal cycles. Track funnel-stage metrics — In high-velocity sales, monitor top, middle, and bottom funnel metrics

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5:36

How to Nail Discovery with a 1-Minute Product Tour...

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

2025/06/18

Stop demoing on the first call.Instead, run a 60-second product tour that grabs attention, triggers discovery questions, and opens the door to multi-threading—all before you even show a single slide. Mallika Sahay (Fomer Sales Leader @ Apollo, Segment, Census) shares why a Product Tour on Call #1 is far more effective than a full demo—and how it transforms the sales conversation. In this video, you’ll learn: Why product tours work better than slide decks or full demos on call #1 How to

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40:17

How Top Sales Reps Handle Objections Before They Even...

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

2025/06/17

Bryan Charlton joins the show to break down how great reps spot deal risks early and keep momentum all the way to close. He shares real examples, practical tactics, and the mindset his team uses to win complex deals. 🎙 ACTIONABLE TAKEAWAYS: The contract isn’t the finish line. It’s the start. Set the tone for what happens in the first 30, 60, and 90 days so the buyer knows exactly what to expect. If a buyer says they’re looking for a tool, don’t stop there. Dig into the real problems that

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8:16

Where Sales Reps Lose Deals Without Even Realizing It...

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

2025/06/16

Are you losing deals and not even realizing why? Bryan Charleton (Sales Manager @ Otter.ai) shares the two most critical moments in the sales process where deals are either won—or fall apart: 1️⃣ The first discovery call: Learn how elite reps build trust from the first question and become indispensable to buyers. 2️⃣ Stakeholder coverage: Stop going single-threaded. We show you how to cover all the right personas—IT, business leaders, and end users—to close airtight deals. RESOURCES

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39:27

Everything You’ve Wanted to Learn From a Sales Leader...

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

2025/06/12

Three top sales leaders go deep on the tough stuff: getting promoted, standing out, coaching reps at scale, and whether commission is dead. If you're trying to grow your career or your team, this episode is a goldmine!🎙 QUESTIONS ANSWERED: How can a sales leader grow fast enough to keep pace with a hyper-growth company? What is the most unconventional or controversial trait to hire for in a sales rep? What part of the sales process should never be automated? How can an SDR stand

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6:01

How to Get Hired as an SDR in 2025 (Even Without...

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

2025/06/11

Struggling to land your first SDR job?3 top sales leaders break down what actually gets you hired for an entry-level sales role in 2025. From cold calling a hiring manager at 5:45am to the unconventional traits that will get you hired, this video is packed with tips that go way beyond generic resume advice. RESOURCES DISCUSSED: ⁠⁠Join our weekly newsletter⁠⁠ ⁠⁠Things you can steal⁠⁠ ⁠⁠Save $50 on any 30MPC course⁠⁠ with code “PODCAST” ⁠⁠Free Sales Templates, Scripts and Guides

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38:50

How to Close Deals FASTER with This SAME DAY...

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

2025/06/10

Anthony Firenzi reveals the overlooked power of same-day follow-ups and how this one tactical shift can speed up your sales cycle, build trust, and close deals faster. 🎙 ACTIONABLE TAKEAWAYS: After big team meetings, send a group recap email, personalized 1:1 emails to each attendee, and a quick check-in message to your champion. In executive meetings, come in with a clear agenda, focus on their priorities, and skip small talk to maximize limited time. Compress the time between next

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5:33

Drive Deal Velocity with This Stupid Simple Tactic |...

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

2025/06/09

Struggling with slow deals and stalled follow-ups? Anthony Firenzi (Founding Revenue Leader @ Unify) shares a simple, proven tactic he uses to drive deal velocity: setting same-day next steps. RESOURCES DISCUSSED: ⁠⁠Join our weekly newsletter⁠⁠ ⁠⁠Things you can steal⁠⁠ ⁠⁠Save $50 on any 30MPC course⁠⁠ with code “PODCAST” ⁠⁠Free Sales Templates, Scripts and Guides

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39:32

The “5 Whys” That Will TRANSFORM The Way You Coach...

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

2025/06/05

Jordan Chavez shares a proven coaching framework to unlock what motivates your reps, build targeted skill plans, and dig deep with the ‘5 Whys’ to fix what’s really holding them back.🎙 ACTIONABLE TAKEAWAYS: Use the Five Whys in both discovery and coaching to uncover the real root cause behind problems and drive meaningful change. Ask questions in a way that leads reps on a journey of self-discovery rather than making them feel judged or defensive. Create a quarterly PDP by having reps

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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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578 results

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