135 episodes

30 minutes. No sales academia. Only actionable sales tactics. Nick sells enterprise deals solo. Armand runs a team of 40 SMB AE's and SDR's. Together they break down sales strategies you can use to start winning more deals today.

30 Minutes to President's Club | No-Nonsense Sales 30MPC

    • Business
    • 4.7 • 13 Ratings

30 minutes. No sales academia. Only actionable sales tactics. Nick sells enterprise deals solo. Armand runs a team of 40 SMB AE's and SDR's. Together they break down sales strategies you can use to start winning more deals today.

    116: Setting the steps of your Mutual Action Plan (MAP) (Ross Rich, CEO @ Accord)

    116: Setting the steps of your Mutual Action Plan (MAP) (Ross Rich, CEO @ Accord)

    FOUR ACTIONABLE TAKEAWAYS

    Identify your champion and the problem you’ll be trying to solve, THEN share the MAP with them.

    Map out the key milestones in the deal and customize them for the people who need to be involved.

    Don’t show every step in the MAP right away. Have the big stages listed, then deep dive into the current stage.

    Anchor the MAP to their go-live date so they know you’ll be coming to those steps at a later date and they won’t feel overwhelmed early on.


    PATH TO PRESIDENT’S CLUB

    CEO @ Accord

    Global Platforms, Partnerships Lead @ Stripe

    Marketing @ Columbia Records


    RESOURCES DISCUSSED:

    Time is running out to register for our upcoming 30MPC Live.

    Download our exclusive cold calling battlecard by signing up for the newsletter.


    Click this link for some extra goodies from 30MPC.

    Quit leaving deals to chance. Create a clear path to closed won with Accord’s mutual action plans. Access our Mutual Action Plan playbook video + 30MPC MAP Template. 


    HELP US OUT!
    What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

    • 35 min
    8 minute product roadmap jam (Q4 2022)

    8 minute product roadmap jam (Q4 2022)

    We like to drop new stuff from time to time. So here's the scoop...
    
    New things coming to 30MPC:

    Nick is full time...

    Getting undiscovered top sellers on the show

    Newsletter re-design


    Boom:

    Download Charly Johnson’s Cold Email Drip templates

    Register for our Q4 Tactic Teardowns

    Subscribe to the newsletter

    • 8 min
    115: Selling the 20% (John Barrows, Founder @ Sell Better by JB Sales)

    115: Selling the 20% (John Barrows, Founder @ Sell Better by JB Sales)

    FOUR ACTIONABLE TAKEAWAYS

    Quantify the number of qualification questions you are going to ask to avoid discovery fatigue.

    Don’t claim to be the best at everything. Sell the 20% of A - what is most important and B - what you’re best at.

    Once you’ve heard their priorities, add to them so you can establish credibility as an advisor.

    Summarize key points from the meeting (priorities, impact, and timeline) and ask for confirmation of email receipt.


    PATH TO PRESIDENT’S CLUB

    Founder @ Sell Better by JB Sales

    Host of Make it Happen Mondays

     
    RESOURCES DISCUSSED:

    Time is running out to register for our upcoming 30MPC Live.

    Download our exclusive cold calling battlecard by signing up for the newsletter.


    Click this link for some extra goodies from 30MPC.


    HELP US OUT!
    What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

    • 36 min
    Hall of Fame 4: How to land a killer sales job

    Hall of Fame 4: How to land a killer sales job

    We're running it back! Here's one of our all-time favorite episodes on 30MPC.

    FOUR ACTIONABLE TAKEAWAYS

    Build a top 25 accounts list that meet your criteria on space, prestige, size, etc.

    Have a non-hideous resume with short, punchy sentences and specific numbers.

    Prep for your interview by developing a point of view from the company’s perspective.

    Don't be afraid to negotiate the terms of your deal. If you don’t ask, you’ll never get.


    RESOURCES DISCUSSED:

    Time is running out to register for our upcoming 30MPC Live.

    Download our exclusive cold calling battlecard by signing up for the newsletter.


    Click this link for some extra goodies from 30MPC.


    HELP US OUT!
    What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

    • 37 min
    114: Prospecting with a proper human touch (Charly Johnson, Account Executive @ Salesloft)

    114: Prospecting with a proper human touch (Charly Johnson, Account Executive @ Salesloft)

    FOUR ACTIONABLE TAKEAWAYS

    Start your email with research personalization to stand out in the inbox (vs generic greeting).

    Quote the prospect/company directly by researching where the company is investing its money (e.g. in job postings, funding announcements).

    Use a more humanized approach when prospecting. Sharing something you both have in common in the P.S. is a great place to add a human touch.

    Reach out to your prospect immediately after they engage with your content - no need to wait for the next sequence step.


    PATH TO PRESIDENT’S CLUB

    Account Executive @ Salesloft

    Team Lead, Sales Development @ Integrate

    SDR @ Akkroo, an Integrate company

    Enterprise SDR @ PatSnap


    RESOURCES DISCUSSED:

    Time is running out to register for our upcoming 30MPC Live.

    Download our exclusive cold calling battlecard by signing up for the newsletter.


    Click this link for some extra goodies from 30MPC.

    Download Charly Johnson’s Cold Email Drip templates


    HELP US OUT!
    What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

    • 33 min
    113: Storytelling to show prospects you can solve their problem (Armand Farrokh, VP of Sales @ Pave)

    113: Storytelling to show prospects you can solve their problem (Armand Farrokh, VP of Sales @ Pave)

    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:

    Time is running out to register for our upcoming 30MPC Live.

    Download our exclusive cold calling battlecard by signing up for the newsletter.


    Click this link for some extra goodies from 30MPC.


    HELP US OUT!
    What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

    • 34 min

Customer Reviews

4.7 out of 5
13 Ratings

13 Ratings

sergefromlondon ,

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.

dresserman ,

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.

jakexw ,

Nick + Armand levelling us up!

Recommended to check this out via a message on LinkedIn and have not missed a podcast since. Love how they set out the topics at the start and circle back with their 60 second recap.

Best of all their guests are outlining the bad habits of sales people, helping us navigate what to STOP doing immediately!

This podcast has improved how I sell and continually inspires me to try new techniques from their varied guests.

Keep up the solid work!

Jake W

P.s worth checking out purely for the theme tune!

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