295 episodes

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-hosts Jen Allen-Knuth (ex-Challenger, ex-Lavender) and 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.

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

    • Business
    • 4.8 • 23 Ratings

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-hosts Jen Allen-Knuth (ex-Challenger, ex-Lavender) and 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.

    Lead Playbook: Armand and Mark on What to Look for When Hiring Great Sales Talent

    Lead Playbook: Armand and Mark on What to Look for When Hiring Great Sales Talent

    FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

    Name and define your competencies

    Be extremely intentional about how you are going to interview those competencies. Get into the nitty gritty about how you are going to assess for work ethic.

    Test for traits like IQ, EQ, coachability, and work ethic earlier in the process as they are the hardest to teach. Industry domain expertise and even skills like prospecting are much easier to teach.

    Match sales cycle and sales environment. Don’t put an SMB rep into an enterprise role and don’t put an Oracle rep into the first sales hire role at a startup.



    RESOURCES DISCUSSED

    Join our weekly newsletter

    Things you can steal

    • 22 min
    211 (Sell) Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik)

    211 (Sell) Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik)

    FOUR ACTIONABLE TAKEAWAYS

    Break into prospects when they are speaking at conferences. If you see somebody from the really-tough-to-break-into account speaking at a conference, go to their talk and sit in that talk. At the end, introduce yourself to the speaker and make a point of connection with them.

    Avoid name-dropping obscure customers. When you are prospecting into more sensitive industries, don't name-drop non-publicly referenceable customers.

    Your goal is to get into the talk-to folder. You want to be in that folder so that they know who to contact when something bad happens.

    Think creatively with your outreach. We are not just limited to emails and phone calls and DMs. Be present where they're coming together.



    PATH TO PRESIDENT’S CLUB

    Strategic Enterprise Sales @ Rubrick, Inc.

    Strategic Enterprise Sales @ People.ai


    Enterprise Sales @ App Dynamics

    Enterprise Sales @ Xactly Corp



    RESOURCES DISCUSSED

    Join our weekly newsletter

    Things you can steal

    • 33 min
    Hall of Fame: Charly Johnson Ep. 114

    Hall of Fame: Charly Johnson Ep. 114

    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

    Senior Account Executive @ Salesloft

    Team Lead, Sales Development @ Integrate

    SDR @ Akkroo, an Integrate company

    Enterprise SDR @ PatSnap


    RESOURCES DISCUSSED

    Join our weekly newsletter

    Things you can steal

    • 30 min
    210 (Lead) Turning Pressure to Productivity for Happier Reps (Adam Ochart, Gong)

    210 (Lead) Turning Pressure to Productivity for Happier Reps (Adam Ochart, Gong)

    FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

    The best reps never ask the same question twice.

    Turn pressure to productivity. Our job as leaders isn’t to pass pressure; it’s to use pressure to get more out of our reps.

    Ask your reps, “I look forward to seeing how you answer that question.”

    Listen early, join late. Pre-prep and game planning will save you some time in the long run.



    PATH TO PRESIDENT’S CLUB

    Manager, Commercial Sales @ Gong

    Mid-Market Account Executive @ Gong

    Senior Commercial Account Executive @ Gong

    Commercial Account Executive @ Gong



    RESOURCES DISCUSSED

    Join our weekly newsletter

    Things you can steal

    Want more Gong x 30MPC Content? Check out the Masterclass we filmed.

    • 31 min
    209 (Sell) Winning Technical Deals by Leveraging Your Entire Company (Shelby Ferson, Databricks)

    209 (Sell) Winning Technical Deals by Leveraging Your Entire Company (Shelby Ferson, Databricks)

    FOUR ACTIONABLE TAKEAWAYS

    To learn about what’s going on in other parts of your organization, get on the email alias distribution lists.

    Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal.

    To determine the next steps and what’s important to a buyer, ask, “Say you’re evaluating a few technologies, and they’re similar. What are the things that make you pick one over the other?”

    When dealing with technical buyers, always under promise so you don't lose credibility.



    PATH TO PRESIDENT’S CLUB

    Named Account Manager - Digital Natives UK @ Databricks

    Named Account Manager - Digital Natives @ Databricks

    Snr Manager, Commercial Sales, ANZ @ Databricks

    Enterprise Account Executive @ Databricks



    RESOURCES DISCUSSED

    Join our weekly newsletter

    Things you can steal

    • 33 min
    Hall of Fame: Stephen Guerguy Ep. 100

    Hall of Fame: Stephen Guerguy Ep. 100

    FOUR ACTIONABLE TAKEAWAYS

    Challenge your prospect on fit early and often to test buy-in.

    Set landmines for competitors during the requirement-gathering phase.

    Require an exec-level bridge with your CEO instead of spending hours on an RFP.

    Use carrots to drive close when internal compelling events are lacking.


    PATH TO PRESIDENT’S CLUB

    Head of Strategic Accounts @ Monte Carlo

    Enterprise Sales Leader @ Monte Carlo

    Former Enterprise Sales @ Segment (acquired by Twilio)

    Former Commercial Sales / Founding AE @ WePay (acquired by JP Morgan Chase)


    RESOURCES DISCUSSED

    Join our weekly newsletter

    Things you can steal

    • 32 min

Customer Reviews

4.8 out of 5
23 Ratings

23 Ratings

PhantomWrite ,

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.

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.

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