30 Minutes to President's Club | No-Nonsense Sales 30MPC
-
- Business
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, including:
Prospecting: How to open conversations to triple your pipeline
Discovery: How to ask questions that uncover massive pain
Process: How to get big contracts over the line
Leadership: How to hire and train world class teams.
Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-host Mark Kosoglow (CRO @ Catalyst, ex-Outreach).
Whether you're seller listening to the (SELL) show or leader tuning into the (LEAD) show…
Get ready, you're going to President's Club.
-
Product Roadmap: Q3 2024 (Book launch, care package, 5 weeks of phones, host change)
Here's and update on our reflections from Q2 and what we have planned for July-September 2024 on 30 Minutes To Presidents Club.
❏ Cold Calling Sucks (And That's Why It Works) ❏
➥ Get your Cold Call Care Package: https://30mpc.com/coldcall
➥ Sign up for the preorder release event on objections: https://tactics.30mpc.com/how-to-handle-any-objection-on-a-cold-call
➥ Subscribe so you don't miss "5 Weeks Of Phones": https://tactics.30mpc.com/newsy
➥ Join us in the release and live book summary: https://tactics.30mpc.com/live-book-summary-cold-calling-sucks-and-thats-why-it-works
❏ More 30MPC ❏
➥ Follow Armand on Twitter: https://twitter.com/armandfarrokh
➥ Follow Nick on Twitter: https://twitter.com/NickCeg
➥ YouTube: https://www.youtube.com/@30MPC
➥ Tactic Teardowns: https://www.30mpc.com/teardown
➥ Follow on Instagram: https://www.instagram.com/30minutestopresidentsclub/
#30Minutestopresidentsclub #30mpc #bookoncoldcalling -
226 (Lead) Identifying & Coaching Deal Blockers on Sales Teams (Levi Thomas, CaptivateIQ)
FOUR ACTIONABLE TAKEAWAYS:
Review call recordings to gain insights into why deals are being lost, refining approaches based on observed best practices.
Implement a weekly automated report that evaluates closed lost deals, identify recurring themes or challenges, which can then be addressed in trainings with the team.
Customize training programs based on the required duration and intensity, choosing between short-term focused sessions or extended programs with periodic reinforcements
Secure commitment from managers and top-performing reps by involving them in training delivery, ensuring their endorsement and active participation to enhance overall effectiveness and adoption among the team.
LEVI'S PATH TO PRESIDENTS CLUB:
Strategic Sales @ CaptivateIQ
Director of Global Commercial Sales @ Outreach
Sales Execution Manager @ Outreach
Sales Manager, APAC @ Outreach
Join our weekly newsletter
Things you can steal -
225 (Sell) Prospecting Technical Buyer Personas and LinkedIn Outreach (Robin De Vries, MongoDB)
FOUR ACTIONABLE SALES TAKEAWAYS
When looking for intel on an account, consider reaching out to ex-employees for insider info
Record simple videos, dont be corny, send them natively on LinkedIn
Don't over-do personalization, weigh the cost/benefit of putting in extra work into your outreach
All personas exist on LinkedIn, don't write it off as a prospecting channel
PATH TO PRESIDENT’S CLUB
Regional Sales Director @ MongoDB
Snr Team Lead High Tech Account Executive @ MongoDB
High Tech Account Executive @ MongoDB
Enterprise Account Executive @ Ivanti
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
Hall of Fame: Discovery Ep. 113
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 them with ideas that typically come up.
Ensure the problem you are solving is not an isolated incident. Ask: Is this happening frequently, or just a one-off?
PATH TO PRESIDENT’S CLUB
Founder & Host @ 30 Minutes to President’s Club
VP of Sales @ Pave
Director, Sales @ Carta
Sr Associate, Corporate Strategy & Venture Investments @ Flex
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
224 (Lead) Running Sales Team Meetings That Actually Move The Needle (Armand Farrokh, 30MPC)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
When you do a training introduce a topic then run 3 meetings to go deep on that topic, A.K.A. "The 1/3"
Consider running team training on Fridays to give reps the weekend to digest and when there are fewer distractions
The mantras of the Monday morning meeting, if it's the beginning of the month you're talking about top of funnel, if it's the middle of the month you're talking about multithreading, if it's the end of the month you're talking about contracts
When doing coaching always ask the rep for their feedback before you give your own so it doesn't feel like an attack and you don't tell them what they already know
PATH TO PRESIDENT'S CLUB
Founder @ 30MPC
VP of Sales @ Pave
Director of Sales @ Carta
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
223 (Sell) Unconventional Approaches to Cold Calling (Matthew Mazankowski, Boomerang
Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close
FOUR ACTIONABLE SALES TAKEAWAYS
Do not spend excessive time researching when sometimes calling the account may be the fastest way to get information
Be like the restaurant that is calling you to make a reservation to avoid no shows, send reminders, and set an agenda ahead of time
When telling a customer story describe the persona who felt the problem, the annoyances they felt, the scenery they were in when they felt the problem, and the emotions they felt
If confirming a meeting within one week send a reminder the day before if confirming a meeting more than a week out do a 1 week and day before reminder
PATH TO PRESIDENT’S CLUB
VP of Sales @ Boomerang
Chief Revenue Officer @ Table Needs
VP of Fundraising & Business Development @ Table Needs
Head of Sales & Business Development @ Table Needs
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal