340 episodes
30 Minutes to President's Club | No-Nonsense Sales 30MPC
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- Business
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4.8 • 24 Ratings
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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.
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235 (Lead) Habits of Highly Effective Sales Leaders (Jordan Chavez, Navan)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Use calendar color coding to audit your time and ensure you're focusing on important tasks consistently
Always be recruiting (ABR) - Regularly connect with potential talent on LinkedIn to build relationships before you need to hire.
Designate specific days for different tasks - Monday for one-on-ones, Tuesday for outbound, Wednesday and Thursday for deal reviews, and Friday for forecasts.
Run outbound days, have reps target top C-level prospects and maintain a 45-day forecast with outreach tasks.
PATH TO PRESIDENT’S CLUB
Regional Director Mid-Market Sales @ Navan
Manager Commercial Sales @ Navan
Manager Growth Sales @ Navan
Enterprise Account Executive @ Navan
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
234 (Sell) Keeping Your Deals Moving Forward With Discovery and Multithreading (Maddy Jackson, Weblow)
FOUR ACTIONABLE TAKEAWAYS
Explore two types of impact with your prospect: hard metrics (e.g., hours spent, money lost) and soft impact.
Address pain points in other departments to accelerate deals and improve win rates.
Turn situations into problems by asking questions that highlight known pain points with competitors.
If ghosted late in the deal cycle, offer to email the next key contact directly to prompt a response.
PATH TO PRESIDENT’S CLUB
Account Executive @ Webflow
Account Executive @ SafeGraph
Account Executive @ Procore Technologies
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
Hall of Fame: Talha Husayn Ep. 119
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 for the target persona.
Document all your conversations in your CRM notes at the prospect AND account level for easy recall in future outreach.
PATH TO PRESIDENT’S CLUB
VP of Sales @ Orum
Account Executive @ Teamable Software
Head of Sales @ Neptune.io
Manager, Sales Development and Operations @ CloudVelox [Acquired by VMware]
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
Sell Playbook: The Ultimate Cold Calling Masterclass
To celebrate the launch of our book on cold calling "Cold Calling Sucks (And That's Why It Works)" we've dropping this special playbook edition that covers (almost) everything there is to know on how to cold call.
From handling objections to organizing your calendar, this episode has got it all.
Pre-order a copy of our cold calling book and get it FIRST when it launches on August 14th, 2024 -
233 (Lead) How to Interview Sales Reps and Avoid Mishires (Brooke Freedman, Chameleon)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Sales leaders need to stop observing from the sidelines and actively participate in deals as player-coaches, even if they are CROs.
Giving candidates extensive preparation materials for role plays allows for a more accurate evaluation of their abilities.
Replaying specific parts of a role play multiple times can effectively demonstrate a candidate's coachability.
Hiring decisions should be unequivocally positive or negative, avoiding the temptation to settle for average candidates.
PATH TO PRESIDENT’S CLUB
VP of Sales @ Chameleon
Senior Director of Sales @ Drift
Senior Director of Sales @ Litmus
Sales Manager @ Litmus
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
232 (Sell) The Perfect Deal Negotiation Process (Armand Farrokh, 30MPC)
TOP ACTIONABLE SALES TAKEAWAYS:
Act surprised and maintain confidence when faced with resistance on price; don't normalize discounts or concessions easily.
Make each concession painful for the customer; show that every request comes with effort and negotiation, preventing them from expecting easy wins.
Act as if achieving approvals for concessions is difficult and uncertain, emphasizing the rarity and challenge of gaining internal approvals.
Finish negotiations in two parts if necessary, using options to force a final trade-off that emphasizes the value of each choice, encouraging a more strategic decision-making process.
ARMAND'S PATH TO PRESIDENTS CLUB:
Founder @ 30MPC
VP of Sales @ Pave
Director of Sales @ Carta
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Customer Reviews
Accidental Sales leader
I love 30MPC. As someone whose business has grown and who has found themselves becoming an accidental Sales Leader, this podcast is a goldmine of useful information. Thanks to the whole team.
Clear, actionable takeaways
What I love most about the podcast is the distinct takeaways and “to-dos” it offers.
They don’t just talk about generic areas or mindsets, but the specific phrases, questions and thought frameworks to implement.
Armand and Nick are great at teasing these out with their excellent questions.
Great listen
For someone who isn’t a pro but enjoys the general guidance and tactics. This is easy to digest and very engaging. One of the best pods out there.
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