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

30MPC
  • 4.8 (388)
  • CAREERS
  • UPDATED WEEKLY

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-host 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.

  1. #553 - How to Run Discovery Without Obsessing Over Questions | Gal Aga ft. Aligned

    1D AGO

    #553 - How to Run Discovery Without Obsessing Over Questions | Gal Aga ft. Aligned

    Most sellers obsess over asking the perfect discovery question. In this episode, Gal Aga breaks down why great discovery has nothing to do with memorized questions and everything to do with understanding the problem, finding the root cause, and guiding the buying process. 🎙️ ACTIONABLE TAKEAWAYS: Focus on the problem, root cause, and impact you need to uncover, not memorizing discovery questions. Only prep the first 5–10 minutes with a POV and agenda, then let the conversation flow. Bring a point of view from research so buyers feel understood and the discussion starts deeper. Treat discovery as something you continue throughout the deal, especially with new stakeholders. GAL’S PATH TO PRESIDENT’S CLUB: CEO & Co-Founder of Aligned 21 years in B2B sales, including AE, Sales Director, VP Sales and CRO roles Built 5 sales orgs from scratch: These Courses Will Get You to President’s Club: 👥 Leadership Course 💼 Selling to the C-Suite Course 📧 Cold Email Course ☎️ Cold Call Course 🔮 Discovery Course 🛠️ Free Toolkits Get More Tactics: How To Win More Deals Using The Give/Gets Equilibrium Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

    36 min
  2. #552 - Live Cold Calling: Can This Grouchy Old CRO Even Book A Meeting?

    3D AGO

    #552 - Live Cold Calling: Can This Grouchy Old CRO Even Book A Meeting?

    Full video HERE A seasoned CRO grabs the phone, goes undercover as “Bob Smith,” and makes live cold calls trying to book five connects as fast as possible. No script reading. No brand flex. Just real dials, real objections, and real pressure. You’ll hear the exact opener that gets people talking, the provocative question that instantly hooks sales leaders, and the “Green Turkey” move that turns any answer into momentum. There’s a meeting booked by backing off instead of pushing, referrals created on the fly, and a few brutal rejections along the way. If you want to know what cold calling actually sounds like in the wild and what it really takes to generate pipeline on the phone, this episode delivers. These Courses Will Get You to President’s Club: 👥 Leadership Course 💼 Selling to the C-Suite Course 📧 Cold Email Course ☎️ Cold Call Course 🔮 Discovery Course 🛠️ Free Toolkits Get More Tactics: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

    2 min
  3. #551 - How to Ramp Sales Reps to President’s Club Faster | Marcus Chan

    FEB 26

    #551 - How to Ramp Sales Reps to President’s Club Faster | Marcus Chan

    In this sales leadership masterclass, Marcus Chan breaks down a week-by-week ramp plan, real-play coaching system, and time management framework that turns new hires into consistent revenue producers fast. 🎙️ ACTIONABLE TAKEAWAYS: Tee reps up instead of taking over calls: Guide them toward the next talk track rather than jumping in and owning the conversation. Create a parking lot for leadership ideas: Capture thoughts in a 1:1 doc instead of sending reactive Slack messages that distract the team. Make role play part of the culture — not just onboarding: Demonstrate first, give one clear improvement at a time, and practice right after real calls. Show reps what a President’s Club week looks like: Build a clear calendar blueprint so they know how to structure their time to win. MARCUS’ PATH TO PRESIDENT’S CLUB: Sales Leader @ Multiple Orgs (3–110 reps) - Hit President’s Club 9/10 years, drove $190M new business, ran $195M P&L. Corporate Sales Professional @ 2 Fortune 500 Companies - Promoted 12x in 8 years, #1 in every role. Author & Thought Leader - WSJ Best-Selling Author, featured in Forbes, Yahoo! Finance, Salesforce. These Courses Will Get You to President’s Club: 👥 Leadership Course 💼 Selling to the C-Suite Course 📧 Cold Email Course ☎️ Cold Call Course 🔮 Discovery Course 🛠️ Free Toolkits Get More Tactics: How ELITE Sales People Structure Their Day Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

    40 min
  4. #550 - How Many Meetings Can I Book Off 6,474 Personalized Cold Emails?

    FEB 24

    #550 - How Many Meetings Can I Book Off 6,474 Personalized Cold Emails?

    Full Video HERE We did the one thing you’re never supposed to do: We tried to blast our entire contact list of 224,000 people. But instead of sending generic spam, we built a workflow in Clay to automate the deep research usually reserved for one-off emails. The goal? To find sales leaders whose *own reps* were already watching our content, and use that data to send 6,000+ hyper-personalized messages at scale. In this video, we break down the exact 5-step workflow we used to filter our list, the "Trojan Horse" data strategy we used to personalize every single message, and the honest results of the campaign (including the big mistake that cost us thousands of opens). ====== GET THE RESOURCES FROM THIS VIDEO - Steal the Clay Prospecting Table we used: https://app.clay.com/shared-workbook/share_0t9swvgU7tkm8MGhuKZ - The Exact ChatGPT Email Prompt: https://www.30mpc.com/blog/chatgpt-prompt-b2b-courses ====== THE TECH STACK - Data Enrichment: Clay - CRM Source: HubSpot - Email Writing: Anthropic (Claude) via Clay - Sequencing: Clay Sequencer - Data Sources: LinkedIn, Newsletter Lists ====== ABOUT THIS EXPERIMENT Most people think you have to choose between "mass blast" and "manual personalization." We wanted to prove you can do both. We took a list of 224,000 followers, threw them into a Clay table to enrich the data, and filtered for Sales VPs with 10+ reps. We then cross-referenced that with our CRM to see which specific reps on their teams were consuming 30MPC content. The result? An AI-written email that looked 100% human-written, referencing specific employees by name. Watch to see: 1. How we filtered 224,000 leads down to the top 1% highest intent buyers. 2. The specific AI prompt that references rep names and consumed content. 3. Why running this campaign in December was a massive failure.

    2 min
  5. #549 - The World's Weirdest Sales Trainer Does Cold Call Objection Roleplay | Giulio Segantini

    FEB 19

    #549 - The World's Weirdest Sales Trainer Does Cold Call Objection Roleplay | Giulio Segantini

    Giulio Segantini is back and this time it’s pure objection-handling firepower. If you sell anything over the phone, this is a tactical breakdown of how to handle “send me an email,” “we’re already working with someone,” “too expensive,” “not interested,” and every other cold call objection without sounding scripted or desperate. Built around Giulio’s 'ACE Framework' (Accept → Consent → Explore), this is a masterclass in real-world objection handling for SDRs, AEs, and sales leaders. These Courses Will Get You to President’s Club: 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

    42 min
  6. #548 - Executive Sales Masterclass: Close Big Deals At Power (Step-by-Step)

    FEB 17

    #548 - Executive Sales Masterclass: Close Big Deals At Power (Step-by-Step)

    Close Complex Enterprise Deals by Selling the Problem, Not the Product Jen Allen-Knuth breaks down how to win executive deals by anchoring every conversation to a strategic objective and building urgency around cost of inaction. Prospect into the C-suite with a 4-step structure: objective → problem hypothesis → status quo → insight (not a pitch). Run discovery around objectives, obstacles, current approach, and negative consequences—then close with “Is this worth solving?” and “Is this worth solving now?” Multithread by aligning on a one-page problem statement, ghostwriting the buying group invite, surfacing deal friction early, and facilitating consensus in the room. These Courses Will Get You to President’s Club: 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

    33 min

  7. FEB 12

    #547 - Running The Big Team Meeting: 7 Steps to Group Problem Consensus | Jen Allen-Knuth

    Over the last 12 to 16 weeks, we’ve been sitting down with the one and only Jen Allen-Knuth (2–3 hours per week, plus an entire week of shooting) to build her course: Selling to the C-Suite. This is everything you could possibly need to close a 6–7 figure deal at power. Backed by Gong data of and 1M+ executive-level sales cycles. https://www.30mpc.com/course/multithreading-exec-selling-course-selling-to-the-c-suite FOUR ACTIONABLE TAKEAWAYS Start by aligning on the problem in the big team meeting and sell your champion on why it’s important. At the beginning of the big team meeting present in this order, the problem > the cost of inaction > alternatives which include you. In the big team meeting, call out those people who are not voicing their perspectives and create a safe space to air out problems. Even if there is consensus, push for one more person to get involved in the deal cycle before making a solution recommendation. GET MORE TACTICS Join our weekly newsletter – https://hubs.ly/Q01-R33G0 Things you can steal and use today – https://linktr.ee/30mpc

    35 min
  8. #546 - Fixing the WORST Cold Call Pitches Known to Man

    FEB 10

    #546 - Fixing the WORST Cold Call Pitches Known to Man

    Nick Cegelski breaks down why most cold call pitches fail—and how to fix them. Nick explains why generic value propositions packed with buzzwords like optimize, streamline, and AI-powered sound nice but mean nothing to buyers. Instead, he introduces the problem proposition framework: leading with a vivid, emotionally charged problem your buyer actually feels, then briefly showing how you solve it. Through real-world pitch rewrites (including Ramp and Laurel), Nick shows how to ditch marketing jargon, speak in “dumb human language,” and build cold call openings that spark curiosity instead of instant objections. These Courses Will Get You to President’s Club: 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Problem proposition resources: 1. https://tactics.30mpc.com/openers 2. https://www.30mpc.com/newsletter/how-to-build-the-perfect-cold-call-pitch Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

    20 min
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4.8
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About

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-host 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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