337 episodes

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.

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

    • Business
    • 5.0 • 1 Rating

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.

    Sell Playbook: The Ultimate Cold Calling Masterclass

    Sell Playbook: The Ultimate Cold Calling Masterclass

    To celebrate the launch of our book on cold calling "Cold Calling Sucks (And That's Why It Works)" we've dropping this special playbook edition that covers (almost) everything there is to know on how to cold call.

    From handling objections to organizing your calendar, this episode has got it all.

    Pre-order a copy of our cold calling book and get it FIRST when it launches on August 14th, 2024

    • 52 min
    233 (Lead) How to Interview Sales Reps and Avoid Mishires (Brooke Freedman, Chameleon)

    233 (Lead) How to Interview Sales Reps and Avoid Mishires (Brooke Freedman, Chameleon)

    FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

    Sales leaders need to stop observing from the sidelines and actively participate in deals as player-coaches, even if they are CROs.

    Giving candidates extensive preparation materials for role plays allows for a more accurate evaluation of their abilities.

    Replaying specific parts of a role play multiple times can effectively demonstrate a candidate's coachability.

    Hiring decisions should be unequivocally positive or negative, avoiding the temptation to settle for average candidates.


    PATH TO PRESIDENT’S CLUB

    VP of Sales @ Chameleon

    Senior Director of Sales @ Drift

    Senior Director of Sales @ Litmus

    Sales Manager @ Litmus


    RESOURCES DISCUSSED

    Join our weekly newsletter

    Things you can steal

    • 38 min
    232 (Sell) The Perfect Deal Negotiation Process (Armand Farrokh, 30MPC)

    232 (Sell) The Perfect Deal Negotiation Process (Armand Farrokh, 30MPC)

    TOP ACTIONABLE SALES TAKEAWAYS:


    Act surprised and maintain confidence when faced with resistance on price; don't normalize discounts or concessions easily.

    Make each concession painful for the customer; show that every request comes with effort and negotiation, preventing them from expecting easy wins.

    Act as if achieving approvals for concessions is difficult and uncertain, emphasizing the rarity and challenge of gaining internal approvals.

    Finish negotiations in two parts if necessary, using options to force a final trade-off that emphasizes the value of each choice, encouraging a more strategic decision-making process.


    ARMAND'S PATH TO PRESIDENTS CLUB:


    Founder @ 30MPC

    VP of Sales @ Pave

    Director of Sales @ Carta


    RESOURCES DISCUSSED

    Join our weekly newsletter

    Things you can steal

    • 44 min
    Hall of Fame: Will Padilla Ep. 129

    Hall of Fame: Will Padilla Ep. 129

    FOUR ACTIONABLE TAKEAWAYS

    When asked for pricing early, give a range but hold the other key pricing details until you get feedback.

    If you’re getting ongoing buying objections, suggest that it may be too early to be talking.

    Get to the true objection when someone asks to be sent more information.

    Before giving any discounts, get clear commitment on timing. And make it clear that if there’s a slip, it starts back at standard pricing.


    PATH TO PRESIDENT’S CLUB

    Senior Account Executive @ Inveterate

    Sr. Account Executive @ GRIN

    Business Development Representative @ Connect Search, LLC

    Business Development Representative @ Arrive Logistics


    RESOURCES DISCUSSED

    Join our weekly newsletter

    Things you can steal

    • 29 min
    Lead Playbook: Fixing Your Pipeline Problem

    Lead Playbook: Fixing Your Pipeline Problem

    FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

    Ensure there is a financial plan that walks through the pipeline conversion assumptions to keep your team and your partnering teams accountable

    Do not try and fix something that's working in order to compensate for low metrics, look at the indicating metrics and fix those

    Have Account Executives dedicate 20% of their time to prospecting a set list of walled off (named) accounts

    Break out your inbound and outbound metrics to make it easier to diagnose the problem if one of those two metrics is falling behind


    RESOURCES DISCUSSED

    Join our weekly newsletter

    Things you can steal

    • 41 min
    231 (Sell) Building Your Business Case from Day One (Spencer Ivey, Webflow)

    231 (Sell) Building Your Business Case from Day One (Spencer Ivey, Webflow)

    FOUR ACTIONABLE SALES TAKEAWAYS

    During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions Consultant.

    Make your effort visible to prospects when working on the business case. Let them know you're actively involved and invite collaboration, which fosters reciprocity.

    Refine and finalize your business case incrementally. Use the demo to make the case tangible and save detailed financial discussions for the final business case meeting.

    When negotiating and faced with a request for a discount, refrain from immediate responses. Silence can be powerful as it prompts the prospect to reconsider or elaborate on their request.


    PATH TO PRESIDENT’S CLUB

    Enterprise Account Executive @ Webflow

    Senior Account Executive @ Webflow

    Account Executive @ Webflow

    Senior Corporate Account Executive @ Udemy


    RESOURCES DISCUSSED

    Join our weekly newsletter

    Things you can steal

    • 39 min

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