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

By: Armand Farrokh & Nick Cegelski
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  • Summary

  • 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.
    © 2024 30 Minutes to President's Club | No-Nonsense Sales
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Episodes
  • The No-Exception Rule That Every Sales Leader Needs to Adopt ASAP | Eleanor Dorfman | Ep. 278 (Lead)

    The No-Exception Rule That Every Sales Leader Needs to Adopt ASAP | Eleanor Dorfman | Ep. 278 (Lead)
    Jan 9 2025
    ACTIONABLE TAKEAWAYS: SPFs for Short-Term Change: Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework. Strict Holdover Rules: Allow one quarter for closing open opportunities after a territory change if they’re past stage two. No exceptions ensure fairness and consistency. The Iron Square: Track rep productivity with win rate, AE-sourced pipeline, total pipeline generation, and forecast accuracy, with quota attainment as the central North Star. Customer-First Processes: Avoid letting internal rules disrupt customer experience. Build buffer zones in ROEs and territories to minimize deal handoffs. ELEANOR'S PATH TO PRESIDENTS CLUB: - Head of Sales @ Retool - Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment - Global Head of Commercial Renewals and Retention @ Segment - Head of Customer Success and Solutions engineering @ Clever Inc RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal
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    43 mins
  • The Problem Proposition (Tone + Real Call Reviews) | Cold Calls to President's Club Course Preview Part 2

    The Problem Proposition (Tone + Real Call Reviews) | Cold Calls to President's Club Course Preview Part 2
    Jan 8 2025
    The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10): https://clubpass.30mpc.com/cold-calls-to-presidents-club Actionable Takeaways The biggest mistake in The Problem Proposition: going through the motions instead of joining the pain. Join the ridiculousness of the triggering problem. Almost brush over your one-sentence solution. Shrug your shoulders during the interest-based CTA.
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    14 mins
  • The Problem Proposition (Methodology) | Cold Calls to President's Club Course Preview Part 1

    The Problem Proposition (Methodology) | Cold Calls to President's Club Course Preview Part 1
    Jan 8 2025
    The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10): https://clubpass.30mpc.com/cold-calls-to-presidents-club Actionable Takeaways No Value Propositions. Buzzwords make you sound like a telemarketer, and benefits fall flat without the context of a problem. Triggering Problem. Instead, lead with a problem so specific that it triggers your prospect and reminds them of a painful memory. One-Sentence Solution. If you get the problem right, all you need is one sentence to explain your solution (we do X so that the problem goes away). Interest-Based CTA. Validate their interest before you ask for the meeting, using softening language, no-based questions, and mini push-aways.
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    17 mins

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