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 seller listening to the (SELL) show or leader tuning into the (LEAD) show…Get ready, you're going to President's Club.
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.
Episodes
Mentioned books
8 snips
Apr 7, 2026 • 25min
#562 - Sales Leadership Masterclass: Win Every Deal In Your Pipeline
A practical masterclass on turning deal reviews into revenue-driving rituals. You’ll hear a step-by-step system for verifying CRM data live and eliminating story time. The breakdown covers forecast categories, stage-based diagnostics, and writing outcome-driven next steps. Expect repeatable frameworks to tighten pipelines and improve weekly forecast accuracy.
40 snips
Apr 2, 2026 • 37min
#561 - How to Coach Sales Reps Using “Based On What” Thinking | Cameron Shahabedin
Cameron Shahabedin, VP of Sales at Carta with a background in law and rapid promotions, dives into structured call coaching and 'based on what' questioning. He breaks down call review cadence, a 60–90 minute review format, and ways to bake core behaviors into decks and workflows. Practical tactics for scoring leaders and forcing problem-solving rounds keep teams accountable and ambitious.
20 snips
Mar 31, 2026 • 37min
#560 - Inside a $3.6M Sale: From 40-Person Demo to Brutal Negotiation
Johnny Larson, an enterprise sales leader at Talkdesk who closed a $3.6M deal, gives a step-by-step breakdown of a real, high-stakes sale. He covers forcing entry into an RFP, running a 50-person demo, managing massive buying committees, crafting a mutual action plan, and negotiating when pricing nearly collapsed.
24 snips
Mar 26, 2026 • 38min
#559 - Sell The Problem Before You Sell The Product | Keenan
Keenan, author and sales consultant behind Gap Selling, explains problem-led prospecting in simple, tactical terms. He breaks down creating intrigue before interest, diagnosing problem→root cause→impact, and structuring outreach that forces reflection. Learn how to call out why buyers stay stuck and craft emails and openers that actually get responses.
7 snips
Mar 24, 2026 • 11min
#558 - The 5 Data-Backed Cold Call Scripts to Overcome Any Objection
Five repeatable cold call scripts are broken down to handle the most common objections that make up roughly 74% of call pushback. Techniques cover turning "not interested" into a conversation, proving product fit with peer evidence, navigating budget objections, converting responsibility deflection into referrals, and recovering from hang-ups.
55 snips
Mar 19, 2026 • 35min
#557 - How to Run a Perfect Discovery Call (Start to Finish) | Jacob Fleisher
Jacob Flesher, Head of Sales at Attention, is a discovery and consultative-selling pro. He walks through a start-to-finish discovery call framework. He explains the “slap in the face” rule, the note-card trick, and how to challenge priorities without killing rapport. He covers when to demo, navigating AI objections, and spotting high-opportunity buyers.
Mar 17, 2026 • 2min
#556 (Trailer) - I Taught A Standup Comedian To Cold Call (Real Dials)
A comedian is handed a B2B sales script and taught a crash-course in cold calling using the AIDA framework. Live cold call attempts aim to sell comedy show tickets to Austin sales leaders. Listeners hear the tension of real dials, coaching moments, and the play-by-play of persuasion in action.
39 snips
Mar 12, 2026 • 52min
#555 - Discovery Masterclass: Everything You Need to Run a Perfect Discovery Call
A practical masterclass on structuring a 30-minute discovery call into three tight chapters. How to map problems with discovery trees from situation to business impact. Techniques to build quick rapport and use purposeful questions. A five-minute drill for validating intent and next steps during the call.
Mar 10, 2026 • 2min
#554 (Trailer) - Don't Sell to Your Champion. Sell THROUGH Them. (2 Real Emails)
Nate Nasralla, repeat software founder and sales leader who wrote Brief and Brilliant, shares how to craft concise, forwardable emails for executives. He breaks down two real email examples you can give your champion to send upstream. Learn to open with a priority the executive cares about, surface a key tension, and close with an executive-level ask.
42 snips
Mar 5, 2026 • 36min
#553 - How to Run Discovery Without Obsessing Over Questions | Gal Aga ft. Aligned
Gal Aga, CEO and co-founder of Aligned with 21 years in B2B sales and multiple sales orgs built from scratch. He explains why discovery is about uncovering the problem, root cause, and impact. Prepare a short opening POV, let conversations flow, and treat discovery as an ongoing part of the deal. Practical tips on structuring first meetings and mapping buying power are highlighted.
