300 episodes
30 Minutes to President's Club | No-Nonsense Sales 30MPC
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- Business
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4.8 • 23 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-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.
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213 (Sell) Handling Gatekeepers & Office Drop Ins (Chip Wooten, Motive)
FOUR ACTIONABLE TAKEAWAYS
Find your prospect's birthday and then add them to your calendar to send thoughtful notes
If a competitor is faltering run a list report of all their customers and prospect them
If doing in-person office visits bring a gift to break the ice and leave a memorable impressions
If you missed something on a meeting, don't wait until the next meeting, just give the buyer a call on their mobile phone and ask (don't make it awkward)
PATH TO PRESIDENT’S CLUB
Senior Mid-Market Account Executive @ Motive
Senior Commercial Account Executive @ Motive
Commercial Account Executive @ Motive
Sales Consultant & Benefits Advisor @ First Mainstreet
Account Executive @ Procore Technologies
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
Hall of Fame: Morgan Melo Ep. 130
FOUR ACTIONABLE TAKEAWAYS
Use typically language and stories to gain credibility with your prospect, leading to deeper discovery.
Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation.
Mirror multithreading in the sales cycle. Bring a VP for a CXO. Bring an SE for a technical buyer. Bring in product for someone cross-functional.
Leverage your own senior leaders to story-tell and pull in the people at power during the demo.
PATH TO PRESIDENT’S CLUB
Enterprise Account Executive @ Pave
Healthcare & Life Science Account Executive @ Carta
Client Strategist @ PwC
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
Lead Playbook Part 2: Mark and Armand on How to Structure Your Interviews to Hire Great Sales Talent
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Designate specific people to cover very specific topics in the interview process so they can get really good at those core competencies. Leave the generic questions to another company.
When you got them hooked, talk them out of it. If you can talk them out of it, they wouldn’t have worked out anyway.
Sell early, grill after. Get someone to opt in by selling them on your goals and your mission. Then, gain their respect by grilling the heck out of them.
Each step in the process should test for different dimensions of sales and should be handled by different people with that expertise.
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
212 (Sell) Testing Champions and Getting to Power
FOUR ACTIONABLE TAKEAWAYS
If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations
Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle
Someone liking your offering does not make them an effective champion, ask questions like "Is {title} aware of these conversations?" to test them
When trying to get access to power use labelling statements like "I often hear {title} likes to weigh in, is that the same for you?"
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: Krysten Conner Ep. 137
FOUR ACTIONABLE TAKEAWAYS
Start with a menu of pain: the 3 biggest problems that any given persona can face.
Once you align on the problem, ask, “What’s prompting that need?”.
You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem).
Use individual contributors, like AEs, for inside intel on the organization. Then use their quotes on 1-2 slides when meeting with VP or CXO.
PATH TO PRESIDENT’S CLUB
Enterprise Account Executive @ UserGems
Enterprise+ Account Executive @ Outreach
Enterprise Accounts, Financial Services @ Tableau Software
Strategic Accounts @ PowerSchool
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
Lead Playbook Part 1: 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
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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