310 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-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.

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

    • Business
    • 4.8 • 362 Ratings

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.

    219 (Sell) Skyrocketing Close Rates with Onsites (Michelle Cecil, Procore)

    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

    • 34 min
    Hall of Fame: Henry Schuck Ep. 146

    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

    • 28 min
    How To Move Indecisive Customers With The JOLT Effect

    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

    • 58 min
    218 (Lead) Shadowing Sales Calls The Right Way (Paul Canty, Pulley)

    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

    • 30 min
    May Special: Negotiation ft. Chris Voss (part 2)

    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"

    • 30 min
    Hall of Fame: Miles Kane Ep. 103

    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

    • 28 min

Customer Reviews

4.8 out of 5
362 Ratings

362 Ratings

MediamavenSD ,

Tons of wisdom for new & seasoned Reps alike!

I was introduced to this podcast with ep 182 while I was prepping for an interview and found it so insightful now it’s part of my week to listen to a few episodes & share any insights with my team. The hosts, obviously being salespeople, are naturally great at leading the conversations and letting each guest shine. I love the lead-in prompts, ‘what would you do or not do’
P.S. The episodes with Morgan Melo and Jen Allen-Knuth episodes are must-listens!

julzkc19000 ,

All the training I’m getting (and need) after moving to sales

I went from a management role on the support side of the org, to a AM role 6 months ago. I spent the first 3 bewildered by my complete lack of success (I thought my work ethic could carry me, boy was I wrong) and the second 3 months “studying” sales with TMPC. My morale would be in a very different place if it wasn’t for this pod and all the associated resources.

JJJohnson33 ,

Can’t get past the voices.

The uptalk. The jargon. Admittedly only tried one. Maybe I’m cranky.

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