52 episodes

30 minutes. No sales academia. Only actionable sales tactics. Nick sells enterprise deals solo. Armand runs a team of 40 SMB AE's and SDR's. Together they break down sales strategies you can use to start winning more deals today.

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

    • Careers
    • 4.9 • 182 Ratings

30 minutes. No sales academia. Only actionable sales tactics. Nick sells enterprise deals solo. Armand runs a team of 40 SMB AE's and SDR's. Together they break down sales strategies you can use to start winning more deals today.

    47: How to personalize your outbound email at scale (Kyle Coleman, VP Revenue @ Clari)

    47: How to personalize your outbound email at scale (Kyle Coleman, VP Revenue @ Clari)

    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

    • 29 min
    46: Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights)

    46: Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights)

    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

    • 29 min
    45: Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)

    45: Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)

    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

    • 28 min
    44: Booking 80% of your calls from Instagram DM’s (Tara Horstmeyer)

    44: Booking 80% of your calls from Instagram DM’s (Tara Horstmeyer)

    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

    • 25 min
    43: Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)

    43: Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)

    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

    • 25 min
    42: Removing the friction from your sales cycle (Todd Caponi, Sales Melon)

    42: Removing the friction from your sales cycle (Todd Caponi, Sales Melon)

    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

    • 25 min

Customer Reviews

4.9 out of 5
182 Ratings

182 Ratings

eduardcoll ,

Most recommended

This is literally a weekly training session for me. It’s like a HIIT workout for your brain! I recommend it to all my peers!

D Reed86 ,

Strong actionable info with no fluff

I strongly recommend it for everyone that reports to me!

dtg88 ,

Actionable quality

From the guests to the questions these guys are on the ball from the jump. This is great insight you can use with your day to day as a rep.

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