Claim Ownership30 Minutes to President's Club | No-Nonsense Sales
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© 2024 30 Minutes to President's Club | No-Nonsense Sales
Description
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.
377 Episodes
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1Nick and Armand give an overview of all the content in their Amazon best selling book "Cold Calling Sucks (And That's Why It Works)"
Order the book
TOP ACTIONABLE SALES TAKEAWAYS:
Layer your discovery tree: After a prospect speaks, pull up your discovery tree and ask, "Where are we now?" Identify if they mentioned a situation, problem, or impact, and discuss where to guide them next, actively engaging your team.
Keep it punchy and efficient: Drive the screen share, skip small talk, and use the transcript instead of video to review sessions faster, aiming for under 30 minutes.
Prep before discovery calls: Reps should know the expected problem and who they’re meeting. Also, plan who they should meet with next after the call.
Three key questions: Focus on what the prospect said, what to ask next, and evaluate the rep's performance. Keep the discussion centered on these points.
ARMAND'S PATH TO PRESIDENTS CLUB:
Founder @ 30MPC
VP of Sales @ Pave
Director of Sales @ Carta
RESOURCES DISCUSSED:
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Things you can steal
Join John's Newsletter
FOUR ACTIONABLE TAKEAWAYS
Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to hear to earn another meeting with your full attention?" Focus on that.
Lead with a hypothesis: Instead of asking generic discovery questions, start with a hypothesis about their priorities based on research, showing you did your homework.
Decision criteria: Prospects may focus on the wrong decision factors. Share a list of common criteria and ask them to rank their priorities to guide the discussion.
Demo as you go: Don't save all product demos for the end. Show small pieces of the product during the conversation, interspersing discovery throughout.
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
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
TOP ACTIONABLE SALES TAKEAWAYS:
Connect with your team: Be connected with everyone at your company to easily back-channel info about candidates through mutual connections.
Three-step candidate drip: Use a three-message drip when outbounding candidates—intro, bubble-up, and ask for referrals if they aren’t interested.
Mini-pitch framework: Pitch by sharing your personal story, explaining your team’s philosophy, and highlighting what impressed you about the candidate.
Sell before screening: Don’t grill outbound candidates. Ask them to brag about what sets them apart, and judge their quality based on that.
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
Get our free Account Research toolkit
FOUR ACTIONABLE TAKEAWAYS
Mixtape Demo: Instead of sending a full 60-minute demo recording, send short, highlight snippets that prospects can easily share and digest.
Clarify Vague Terms: When prospects use broad terms like "ABM," ask them to define what it means in their context to get more specific insights.
Match Test Demo: Customize demos by using the prospect’s own data to show how your product works with their top accounts, making the experience more relevant.
Real-World Business Case: Use the results from the match test to build a realistic business case, avoiding inflated ROI figures and focusing on actual outcomes.
PATH TO PRESIDENT’S CLUB
Enterprise Account Executive @ Terminus
Account Executive, Mid-Market @ Yext
Senior AE, Partner @ Yext
Business Development Account Manager @ Worldwide Express
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Here's and update on our reflections from Q3 and what we have planned for October-December 2024 on 30 Minutes To Presidents Club.
Sales Course & Community
➥ Get on the waitlist: https://30mpc.com/course
➥ Subscribe so you don't miss updates: https://tactics.30mpc.com/newsy
❏ More 30MPC ❏
➥ Follow Armand on Twitter: https://twitter.com/armandfarrokh
➥ Follow Nick on Twitter: https://twitter.com/NickCeg
➥ YouTube: https://www.youtube.com/@30MPC
➥ Tactic Teardowns: https://www.30mpc.com/teardown
➥ Follow on Instagram: https://www.instagram.com/30minutestopresidentsclub/
#30Minutestopresidentsclub #30mpc #bookoncoldcalling
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Things you can steal
Mark walks Armand through his step by step B2B sales process
MARK'S PATH TO PRESIDENT’S CLUB
Chief Revenue Officer @ Catalyst Software
Sr. Vice President of Global Sales @ Outreach
Regional Sales Director @ School Specialty Planning & Student Development
Sr. Account Management @ Great American Opportunities
RESOURCES DISCUSSED
The Sales Process Doc
Check Out Operator
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Things you can steal
FOUR ACTIONABLE TAKEAWAYS
Multi Single-Threading: After a big team meeting, send individual follow-up messages to key stakeholders. This helps build relationships without asking for anything, creating future points of contact.
Daily Pipeline Review: Every day, look at your deals and think of specific actions to increase your chances of winning, maintaining daily momentum across opportunities.
Win One Stakeholder at a Time: Focus on winning over stakeholders one by one at different stages—manager during discovery, director during the demo, and VP at the big team meeting.
Structured Sales Cycle: Brian’s sales process follows a clear path: discovery, demo, big team demo, pilot, and finally commercial negotiation.
PATH TO PRESIDENT’S CLUB
Senior Mid-Market Account Executive @ Gong
Mid-Market Account Executive @ Gong
Commercial Account Executive @ Gong
Senior Commercial Account Executive @ Gong
Enterprise Account Executive @ BrightEdge
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
FOUR ACTIONABLE TAKEAWAYS
If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations
Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle
Someone liking your offering does not make them an effective champion, ask questions like "Is {title} aware of these conversations?" to test them
When trying to get access to power use labelling statements like "I often hear {title} likes to weigh in, is that the same for you?"
PATH TO PRESIDENT’S CLUB
Account Executive @ Webflow
Account Executive @ SafeGraph
Account Executive @ Procore Technologies
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
This is an except from the Tenbound podcast with David Dulany
Check out the GTM podcast here: https://tenbound.com/podcasts/
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Things you can steal
ACTIONABLE TAKEAWAYS
Empower your reps with a clear discount menu, outlining what’s approved for negotiations. Include things like signing during the trial, committing to case studies, or G2 reviews to speed up late-stage deals.
Before taking over a team or segment, review call recordings and data like sales cycle length and ACV to identify where you can have the biggest impact.
Assess the spacing between sales calls and find opportunities to consolidate steps or reduce gaps to shorten the sales cycle.
Introduce a structured proof of concept (POC) with three defined calls over 14 days, dictating trial activities and clear exit criteria for smoother decision-making.
CHRIS' PATH TO PRESIDENTS CLUB
Head of Commercial @ Common Room
Vice President of Sales @ Metadata
Head of Sales @ Metadata
Sr. Account Executive @ Metadata
RESOURCES DISCUSSED
Things you can steal
Join our weekly newsletter
ACTIONABLE TAKEAWAYS
Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact
Find out if the problem is known and cared about across the company or just by one person
Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to share the impact without feeling pressured
Position involving decision-makers as beneficial for them, making it easier to get in front of power
PATH TO PRESIDENT’S CLUB
Founder @ DiscoveryCoach.io
Sales Enablement Manager @ AlphaSense
Lead Revenue Enablement Manager @ CB Insights
Senior Sales Training Manager @ CB Insights
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
When you are trying to clone that first rep, make sure that you don’t confuse personality with skill set.
Your customers have the answers. Talk to your customers.
Do not do the things that you're horrible at. Hire for the things that are not your strengths.
Invest your time in enablement. You and your reps should track how you win each deal for ongoing development.
PATH TO PRESIDENT’S CLUB
VP, Sales @ Tenderly
Founding Member, First Hires Program @ First Round Capital
Director, Enterprise Sales @ Drift
VP, Sales @ AltoCloud
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
This is an except from the Topline podcast with Sam, AJ, and Asad
Check out their GTM podcast here: https://www.joinpavilion.com/blog/tag/topline-podcast
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Things you can steal
FOUR ACTIONABLE TAKEAWAYS
Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue.
When discussing reasons for making a change, focus on three questions: Why do anything? Why with us? Why now? The "why now" should have a specific date tied to an event.
Link the urgency of change to concrete events, such as a software switch, new hire, market trends, or growth initiatives like entering a new market.
Ask your reps key questions like when the economic buyer last bought something similar and who typically pays for software in their industry to ensure they understand the buyer’s decision-making process.
PATH TO PRESIDENT’S CLUB
Head of Sales, Retail @ Ascend
Strategic Account Manager @ Ascend
Strategic Accounts @ Sourcegraph
Head of Enterprise Sales @ Segment
Enterprise Sales Executive @ Braintree (a PayPal company)
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it.
Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors.
When prospects compare you to competitors, suggest specific aspects to evaluate that highlight your strengths and expose competitors' weaknesses.
In rip-and-replace deals, emphasize key product gaps that significantly impact the business, and ensure decision-makers are committed to addressing them.
PATH TO PRESIDENT’S CLUB
Founder & CEO @ Outbound Squad
Owner @ Jason Bay Consulting
Director of Marketing @ Chamber DS, Inc.
Marketing Director & Corporate Sales Trainer @ National Services Group, Inc.
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
FOUR ACTIONABLE TAKEAWAYS
Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally.
Prep for your sales calls by understanding lookalike conversations your team has had in the past.
Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just pull them into the boat. Let them know that the boat is there and you have an awesome champion so they can affirm you’re in the right place.
Don’t say “AI” in your sales call. Instead, focus on the problem they want to solve and what they want to do.
PATH TO PRESIDENT’S CLUB
Co-Founder @ Handoffs
Director, Sales @ Sendoso
Manager, MM & ENT Sales @ Sendoso
Founding Account Executive @ Sendoso
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding
Design compensation plans that allow top performers to earn substantial rewards. To gain approval from finance, include decelerators where reps who don't reach 70% of quota earn no commission.
When turning around an SDR team,iIntroduce new talent by hiring fresh SDRs and replacing underperformers to inject new energy into the team.
Use a pod system (e.g., 4 AEs to 2 SDRs). This allows AEs to focus on key accounts while SDRs work on B and C tier accounts, generating additional meetings.
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
FOUR ACTIONABLE TAKEAWAYS
If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes.
When you feel the conversation winding down, go straight to asking for the meeting to increase your chances of booking it.
After sending a LinkedIn video, start by asking, "What did you think of the video?" followed by "What didn't you like about the video?" to engage prospects.
Leverage your last interaction—whether it's a video, voicemail, or previous call—as the reason for your next outreach to create continuity and context.
PATH TO PRESIDENT’S CLUB
Sales Director @ Pareto
Senior Business Development Manager @ Pareto
Senior Account Executive @ Pareto
Account Executive @ Pareto
Business Development Representative @ Pareto
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
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some golden nuggets lie here...
Amazing insights & structured Q's, you will also love the show!
Great podcast