30 Minutes to President's Club | No-Nonsense Sales Nick Cegelski & Armand Farrokh

Kyle Coleman returns to the show for round 2 of email prospecting 101. He shares some of the biggest tactical mistakes in cold emailing, and how to fix them. 




Four Actionable Takeaways: Format your emails with 4 paragraphs: Tailoring, Problem, Value, AskAsk for interest instead of time in your CTA paragraphAvoid over-using images, GIF’s, and links to minimize getting blacklisted by email serversPersonalize at scale with problem-based bucket tailoring for your C tier accounts


Kyle’s Path to President’s ClubVP, Revenue Growth & Enablement @ ClariSr Director, Sales Development & Optimization @ LookerA massive LinkedIn following with killer content


Resources Discussed: Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgEPhone Ready Leads created by Reisert ConsultingVidyard: Free Screen Recording and Video Creationists


Focus Areas: Email Prospecting

Charles Muhlbauer takes us through humbling disclaimers, reverse psychology, and getting to the truth in your discovery calls.




Four Actionable Takeaways: Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”.Lean on humbling disclaimers before asking the tough questions. Bring the future to the present: let’s pretend you love what you see...what happens next?Disco flow: High level context > raise issues > identify key issue > get a story > impact questions > recap and playback.


Charles’ Path to President’s Club: Sr Biz Dev Training Manager at CB InsightsFounder at SalesShare


Resources Discussed: Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgEPhone Ready Leads created by Reisert Consulting Vidyard: Free Screen Recording and Video Creationists


Focus Areas: Discovery

Katie talks about how to use awkward silence as a tool and gives a unique perspective on how to sell software like you would a physical product.




Four Actionable Takeaways: Ask your prospect “what do you like about X” instead of bashing your competitionUse wedge questions to uncover pain points where your product wins vs competitionPropose a follow up time or figure out the prospect’s buying window and reach out thenSend videos to contacts that have gone dark, or shoot them a tentative calendar invite


Katie’s Path to President’s Club: Director of Sales TrainingGolden Rule of Selling Podcast9 years of medical device sales


Resources Discussed: Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgEPhone Ready Leads created by Reisert Consulting Vidyard: Free Screen Recording and Video Creationists


Focus Areas: Cold Calls

Tara provides insights on how to prospect through social media by sounding like a human.




Four Actionable Takeaways: Write a hand written note to your prospect, snap a photo, and message it to themSend Instagram/LI dm, follow with an email, then do a voice note, then video (mix it up)Get proper lighting, clean up the room, smile, and slow it downRead your notes out-loud and don’t be afraid to show some personality


Tara’s Path to President’s Club: Gravy OG (Content + SDR Manager)Founding Managing Editor: RevGenius MagLinkedIn Top 100 Sales Star


Resources Discussed: Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgEPhone Ready Leads created by Reisert Consulting Vidyard: Free Screen Recording and Video Creationists


Focus Areas: Discovery

Ian is a sales master and shares process frameworks that can be applied to any deal size from Enterprise to SMB. 




Four Actionable Takeaways: Talking to execs: figure out their pain points and do the digging in the weeds for themStart high, work down the chain, then bubble back up in one business case (Yo-Yo Selling)Leverage your executive champion to make intros and walk them through the process Lean on your technical resources for a better buyer AND seller experience Ian’s Path to President’s Club:Strategic Account Director @ Salesforce.com#1 Account Executive in the Enterprise Select Division of Salesforce.com42 consecutive months over quotaFounder of Ian Koniak sales training/consulting


Resources Discussed:Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgEPhone Ready Leads created by Reisert Consulting Vidyard: Free Screen Recording and Video Creationists


Focus Areas: Discovery

Todd shares tips to remove friction from your sales process to make it easier for both you and your buyer. 




Four Actionable Takeaways:Remove all the bs from the journeyGet price out early, and use it to disqualifyAcknowledge your competitors’ strengths + highlight where your features match needsKeep negotiation simple by anchoring pricing and trading value for dollars


Todd’s Path to President’s Club:Founder of Sales MelonAuthor of The Transparency SaleFormer sales leader @ ExactTarge/SalesForceFormer VP of Worldwide Sales & Field Operations @ SAP


Resources Discussed:Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgEPhone Ready Leads created by Reisert ConsultingVidyard: Free Screen Recording and Video Creationists


Focus Areas: Sales Proces