310 episodes
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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219 (Sell) Skyrocketing Close Rates with Onsites (Michelle Cecil, Procore)
FOUR ACTIONABLE SALES TAKEAWAYS
Recognize your SE and team members who help you on deals & onsites
Call each attendee after a meeting to thank them for their time and ask them for their feedback
When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" as a softer ask
Send a multiple choice pre-meeting survey to each of a meeting's attendees to ask questions about the client's current state
PATH TO PRESIDENT’S CLUB
Commercial Sales Manager @ Procore
Account Executive, Enterprise @ Procore
Account Executive, Majors @ Procore
Account Executive, Mid-Market @ Procore
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
Hall of Fame: Henry Schuck Ep. 146
FOUR ACTIONABLE TAKEAWAYS
Don’t let the fear of breaking rapport prevent you from asking for the next step.
Answer the yes-or-no questions and SHUT UP!
Figure out their vision through discovery, then tell the story of their business in terms of how other world class teams use you to achieve it.
Turn the CEO's team into your champions to get the inside scoop on everything about them beforehand.
PATH TO PRESIDENT’S CLUB
CEO & Founder @ ZoomInfo
CEO & Co-founder @ DiscoverOrg
Adjunct Professor @ Washington State University
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
How To Move Indecisive Customers With The JOLT Effect
Top performers deal with buyer hesitancy just like everyone else.
Their secret to driving deals forward?
A simple framework for handling indecision.
In this show, Matt Dixon and Jen Allen-Knuth will teach you how to use this game changing framework (called the JOLT effect) to move even the most hesitant buyers forward…
No matter where they are in your sales cycle.
RESOURCES DISCUSSED
Sign up for more live sessions like this one
Join our weekly newsletter
Things you can steal -
218 (Lead) Shadowing Sales Calls The Right Way (Paul Canty, Pulley)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Shadowing to remind yourself and your reps of the basics to spot opportunity areas
Setting a goal without a "how" is not a real goal, you have to understand how a rep is going to reach the goal while setting them
Always level with reps before you shadow a call to clarify the role they want you to play on the call & tell them what you hope
Use "Mr.Potato Head" personalization to ramp reps from generic persona based personalizaiton, to trigger based personalization, to full email personalization
PATH TO PRESIDENT’S CLUB
Head of Sales @ Pulley
Senior Manager, New Business Sales @ Lattice
Director of Sales Development @ Lattice
Head of Sales Development @ Lattice
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
May Special: Negotiation ft. Chris Voss (part 2)
FOUR ACTIONABLE TAKEAWAYS
When responding to another parties asks in a negotiation, co-create the solution with them rather than going away and making a new offer to ensure they feel like it was a collaborative exercise
When prospects do things you like, label their actions positively to give them affirmations and encourage further positive actions
When aligning on a solution that works don't agree too quickly because the prospect will think they could've gotten a better deal, use a label like "Seems like that would be a good deal for you..."
Use the "Late Night DJ" voice to draw lines without having to say "no" or confront your buyers
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Chris' Newsletter "The Edge" -
Hall of Fame: Miles Kane Ep. 103
FOUR ACTIONABLE TAKEAWAYS
Before agreeing to a give, ask what they’re willing to bring to the table.
Map out every step of the process to the signature with actions, owners, and dates.
Send a recap to the buyer of where they are in the journey after every discovery call.
Prime your champion with the nuances of your product / MSA and be ready to jump on a call to hash out the details.
PATH TO PRESIDENT’S CLUB
Director, Enterprise Sales @ Drift
Former VP Sales @ Altocloud | Acquired by Genesys
Former Direct, Sales @ SmartBear
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
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