30 Minutes to President's Club | No-Nonsense Sales
Armand Farrokh & Nick Cegelski
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 a 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 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 a seller listening to the (SELL) show or leader tuning into the (LEAD) show…
Get ready, you're going to President's Club.
Episodes
Mentioned books
11 snips
May 12, 2026 • 31min
9 Psychological Sales Tactics to Instantly Raise Your Status | Jeremy Miner
Jeremy Miner, sales psychology expert who trains teams in discovery and persuasion, shares nine tactics to raise perceived status without sounding pushy. He covers tone and pattern interruption on cold calls. He explains playing nonchalant to lower resistance. He outlines framing for discovery, disarming prospects on Zoom, uncovering deeper pain, and creating urgency with past/future pain.
32 snips
May 7, 2026 • 40min
#571 - How to Use AI to Identify the Perfect Time to Prospect | Brendan Short
Brendan Short, founder of The Signal and former CEO with deep expertise in AI-driven prospecting, explains finding timing signals others miss. He discusses hyper-specific, high-fidelity signals, stacking multiple indicators for precision. Brendan covers one-click AI research, using job OKRs and privacy-policy changes as timing cues, and leading outreach with clear value before asking for a meeting.
May 5, 2026 • 26min
#570 - Cold Email Masterclass: Everything You Need To Book Meetings in 2026
Jason Bay, founder of Outbound Squad who trains sales teams on data-driven cold outreach. He teaches how to open with a company problem, use brief mobile-first emails and internal-feeling subject lines. Hear why relevant social proof and closed, offer-based CTAs boost replies. Learn multi-touch, multi-channel sequencing and smart bump tactics to get responses.
26 snips
Apr 30, 2026 • 32min
#569 - How Leaders Can Clarify the Pitch, Stop Paraphrasing, and Actually Add Value | Allison Bouchard ft. Outreach
Allison Bouchard, VP of Global Accounts at Outreach and seasoned sales leader, breaks down clear, high-impact messaging in short form. She covers the three-minute rule for executives. She explains shrinking content, using slides for one big visual point and docs for detail. She urges plain language, bolding key words, and moving depth to appendices to keep pitches sharp.
Apr 28, 2026 • 2min
#568 (Trailer) - Elite Sales Trainer Critiques BRUTAL Cold Call Objection Gauntlets
Jason Bay, cold-calling trainer who breaks down real calls to fix where reps lose meetings. He critiques three brutal cold calls and explains why targeting beats talk tracks. Learn why starting in the buyer’s problems, acknowledging emotion on objections, and using reverse pitches and social proof creates pull. Hear when to push, reset, or back off to earn another shot.
53 snips
Apr 23, 2026 • 36min
#567 - How to Turn Cold Outreach Into Real Conversations | Adia Toll
Adia Toll, Head of Sales Development at Ask Elephant who scaled outbound teams and hit President’s Club, shares how she engineered massive reply rates. She breaks down the GOAT framework, why manual testing beats early automation, and how conversation-first LinkedIn and channel mix drove real back-and-forths. Tactical focus on one metric and avoiding spray-and-pray scaling rounds out the playbook.
18 snips
Apr 21, 2026 • 12min
#566 - 3 Brutal Sales Leadership Lessons (Avoid These Mistakes)
Mark Kosoglow, a CRO-level sales leader who scales teams at startups and public companies. He recounts three turning points that reshaped his approach to coaching, PIPs, and hiring. Topics include protecting rep selling time over busywork. reframing PIPs as coaching tools, and hiring for traits rather than pedigree. Clear intent, systems, and stage-fit drive better results.
42 snips
Apr 16, 2026 • 35min
#565 - How to Master Social Selling on LinkedIn to Book Meetings | Kade Hinkle
Kade Hinkle, a repeatable LinkedIn outbound expert and top-performing SDR, reveals his social selling system. He explains using short personalized videos, the 30-connections-per-day rule, and warming prospects by engaging with posts before pitching. He also covers targeting decision-makers and adding immediate value in outreach.
Apr 14, 2026 • 24sec
#564 (Trailer) - I Cold Called For 60 Minutes (And Went Slightly Unhinged)
Alex Murphy, a frontline salesperson known for live cold-calling demos, launches into a raw 60-minute dialing marathon. Hear real-time rejections, strategy shifts, rapid-fire dialing, and the moment he books the first meeting. Expect unfiltered tactics, tonal positioning, and a behind-the-scenes look at pipeline building under pressure.
30 snips
Apr 9, 2026 • 37min
#563 - How to Build Reps Who Don’t Need You on Every Deal | Jason Miller ft. Unify
Jason Miller, VP of Sales at Unify and former RVP at monday.com, builds rep independence and scalable outbound motion. He explains the poster vs post-it focus technique. He urges managers to force critical thinking with prep docs and 'what would you do?' questions. He covers when to skip AI, protect time, and let reps fail a bit to learn.
