61 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

    • Business
    • 4.9 • 195 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.

    55: Unexpectedly delighting your buyers with mic drops & mints (Belal Batrawy, DeathtoFluff)

    55: Unexpectedly delighting your buyers with mic drops & mints (Belal Batrawy, DeathtoFluff)

    Most salespeople are trained to hide pricing until they get to power. Or to force discovery before a demo. Belal breaks through traditional sales dogma by teaching you how to unexpectedly delight your buyer - and win the deal.

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    Four Actionable Takeaways: 

    * Don’t be afraid to insert some humor when being confronted on a cold call.

    * Trade your cleverness with bewilderment to get the prospect to expand on the uncovered problem. 

    * Delight your buyer by offering up competitive analysis and pricing off the bat.

    * Use mic-drop questions to show you’ve done your research and eliminate “not interested” objections.

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    Belal’s Path to President’s Club: 

    * Community Leader of #Death2Fluff

    * 7x Startup Seller and Sales Advisor

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    Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE 

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    Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc

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    Mic Drop Cold Calling Method: Starting conversations with skeptical prospects over the phone: https://bit.ly/3vGX4fl

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    Focus Areas: Discovery

    • 30 min
    54: Optimizing your prospecting by skipping the jargon and using effective research (Charlotte Johnson, SDR @ SalesLoft)

    54: Optimizing your prospecting by skipping the jargon and using effective research (Charlotte Johnson, SDR @ SalesLoft)

    If you’ve been sending emails that start with “Armand, I noticed that…”. You might want to give this one a listen. Charlotte walks through how she books more meetings by leveling with her prospects and jumping right to their challenges.

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    Four Actionable Takeaways: 

    * Cut out all the useless fluff from your emails and get right into your research. 

    * Start the video on your research - the whiteboard intros aren’t getting the job done.

    * Get creative with your email by screenshotting your research and including it in the body.

    * Lead with context when cold calling to establish credibility and generate more conversation.

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    Charlotte’s Path to President’s Club: 

    * SDR @ SalesLoft

    * Host of Sales Development Sounbites

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    Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE 

    ======================

    Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc

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    Focus Areas: Sales Process, Prospecting

    • 26 min
    53: Nailing your next AE/BDR job interview (Blake Hudson, Director of Sales Enablement @ re:work training)

    53: Nailing your next AE/BDR job interview (Blake Hudson, Director of Sales Enablement @ re:work training)

    If you’ve been struggling to land your next sales job, this episode may be for you. Blake brings years of experience training individuals looking to get into the sales industry. 

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    Four Actionable Takeaways: 

    * Answer the question you WISHED you were asked to drive your narrative. 

    * Give your pitch in “story” form (background, journey, aha moment) insead of reciting your CV.

    * Embrace your “biggest weakness” and highlight the ways you deal with it.

    * Explain the pull towards your new job, instead of pushing away from your old one.

    ======================

    Blake’s Path to President’s Club: 

    * Director of Sales Enablement @ re:work training

    * Former AE/Brand Manager @ Victory Lap

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    Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE 

    ======================

    Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc

    ======================

    Focus Areas: Prospecting

    • 28 min
    52: Directing your sales process like a movie (Mark Kosoglow, VP of Sales @ Outreach)

    52: Directing your sales process like a movie (Mark Kosoglow, VP of Sales @ Outreach)

    Mark Kosoglow has spent the last 10+ years building out sales teams. He highlights how to think outside-of-the-box when navigating your sales process.

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    Four Actionable Takeaways: 

    * Send a quick video after a big team demo instead of the 17 page deck.

    * Mark-up your case study with key takeaways before sending to the prospect.

    * Pain Statement: Despite A we can’t do X which means we don’t get Y as measured by Z.

    * Avoid the massive 8 person exec demo and opt to multi-thread instead.

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    Marks’s Path to President’s Club: 

    * VP of Sales at Outreach

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    Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE 

    ======================

    Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc

    ======================

    Focus Areas: Sales Process

    • 28 min
    51: Selling to a smaller book of business with highly personalized outreach (Vin Matano, AE @ Demandbase)

    51: Selling to a smaller book of business with highly personalized outreach (Vin Matano, AE @ Demandbase)

    Vin knows prospecting. He shares nuggets on how to sell with highly effective emails + covers the right and wrong ways to leverage an AE/BDR relationship.

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    Four Actionable Takeaways: 

    * Remove all templates when reaching out to your AE Top 30 and AE Top 5. 

    * Look in your CRM for a prospect’s historical interactions, copy exact language for new outreach.

    * Recycle your highly personalized email with a new subject line if it didn’t get opened.

    * Switch your outreach frequently to increase the chances of breaking through.

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    Vin’s Path to President’s Club: 

    * Mid-Market AE at Demandbase

    * President’s Club FY20

    * SDR of the Year (Demandbase)

    * BEAST Award: The Best in Sales Development (Tenbound) - Responsible for sourcing over $6M in closed deals in 2019. Averaged 144% of New Business Opportunities each month.

    ======================

    Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE 

    ======================

    Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc

    ======================

    Focus Areas: Prospecting

    • 27 min
    Playbook 5: Top 10 moments that change the way we sell

    Playbook 5: Top 10 moments that change the way we sell

    Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways that change the way Nick and Armand sell.

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    Episodes Mentioned:

    * Episode 6 w/ Ryan Reisert

    * Episodes 4 & 47 w/ Kyle Coleman

    * Episode 17 w/ Sarah Brazier

    * Episodes 16 & 29 w/ Morgan Ingram

    * Episode 1 & 35 w/ Joe Caprio

    * Episode 7 w/ Keenan

    * Episode 8 w/ Kevin “KD” Dorsey

    * Episodes 25 & 46 w/ Charles Muhlbaur

    * Episodes 18 & 40 w/ Adam O’Chart

    * Episode 9 w/ Belal Batrawy

    ======================

    Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE 

    ======================

    Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc

    ======================

    Focus Areas: Prospecting, Discovery, Everything Else

    • 29 min

Customer Reviews

4.9 out of 5
195 Ratings

195 Ratings

Ster ster3582975 ,

Top Tier Sales Podcast

This podcast is one of the best sales podcasts I’ve listened to!

What I really love most about it is both Nick and Armand are still sales professionals. They share tips and tricks on what’s working for them. They also bring on valuable guests that help bring I more insight.

The time is perfect as it’s under 30 minutes each episode. Makes it much easier to listen to.

Super excited to see what new content they will release! I highly el recommend them for sure.

MariWallace ,

Best sales resource out there

Nick and Armand keep things tight, valuable, and incredibly relevant to all sellers. If they pushed their personal cashapps, I’d probably pay them for this content it’s so good.

jesserayc ,

Best Sales Podcast

Love your podcast! Tons of insightful info.

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