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