304 episodes
30 Minutes to President's Club | No-Nonsense Sales 30MPC
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- Business
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4.8 • 359 Ratings
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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.
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216 (Lead) Running Meaningful Pipeline Reviews (Greg Baumann, Outreach)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Ask your reps to think about the "first win" they can make with a large account
Look for "Alumni" who have recently left key accounts who might be able to make introductions or provide information for your reps to use
Have your reps record "Last Activity" and "Next Meeting" on their opportunities so you can quickly scan through your dashboard and see which deals are at risk and need more attention
If your team have opportunities with next steps far into the future ask "did the rep follow up and did they get a response?" if the answer is no more work is needed
PATH TO PRESIDENT’S CLUB
Director of Enterprise Sales, National @ Outreach
Enterprise Sales Director, East @ Outreach
Strategic Account Executive @ Outreach
Territory Sales Executive @ Sitecore
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
May Special: Negotiation ft. Chris Voss (Part 1)
FOUR ACTIONABLE TAKEAWAYS
Condition your prospect for future interactions by giving them time back in their calendar & leaving them on a positive note
Do not talk to people when they are distracted,
Labelling someone's emotion builds trust and gets them to tell you more information for example "It seems like the value isn't there for you"
If someone is asking for an unreasonable discount get them to think about the potential implication of fit by saying "How are we supposed to deliver {value} while lowering our price?"
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Chris' Newsletter "The Edge" -
Hall of Fame: Charles Muhlbauer Ep. 46
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 Insights
Founder at SalesShare
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
214 (Lead) Destroying Rep Call Reluctance and Setting Activity Benchmarks (Ken Amar, Agoge Prospecting School)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Do a "headhunting drill" and have your new reps call your own executive team
SDRs should have 300-400 prospects in sequence
Test your rep's call from numbers to be sure they aren't being marked as "spam likely"
Sit next to reps with slow workflows to observe what's slowing them down
PATH TO PRESIDENT’S CLUB
Consultant @ Agoge Prospecting School
Director of Sales Development @ Vercel
Senior Manager of Sales Development @ Outreach
SDR Team Lead @ Outreach
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Agoge Sequence -
213 (Sell) Handling Gatekeepers & Office Drop Ins (Chip Wooten, Motive)
FOUR ACTIONABLE TAKEAWAYS
Find your prospect's birthday and then add them to your calendar to send thoughtful notes
If a competitor is faltering run a list report of all their customers and prospect them
If doing in-person office visits bring a gift to break the ice and leave a memorable impressions
If you missed something on a meeting, don't wait until the next meeting, just give the buyer a call on their mobile phone and ask (don't make it awkward)
PATH TO PRESIDENT’S CLUB
Senior Mid-Market Account Executive @ Motive
Senior Commercial Account Executive @ Motive
Commercial Account Executive @ Motive
Sales Consultant & Benefits Advisor @ First Mainstreet
Account Executive @ Procore Technologies
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
Hall of Fame: Morgan Melo Ep. 130
FOUR ACTIONABLE TAKEAWAYS
Use typically language and stories to gain credibility with your prospect, leading to deeper discovery.
Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation.
Mirror multithreading in the sales cycle. Bring a VP for a CXO. Bring an SE for a technical buyer. Bring in product for someone cross-functional.
Leverage your own senior leaders to story-tell and pull in the people at power during the demo.
PATH TO PRESIDENT’S CLUB
Enterprise Account Executive @ Pave
Healthcare & Life Science Account Executive @ Carta
Client Strategist @ PwC
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Customer Reviews
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!
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.
Can’t get past the voices.
The uptalk. The jargon. Admittedly only tried one. Maybe I’m cranky.
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