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
Sep 22, 2022 • 9min
Product Roadmap: Q4 2022
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15 snips
Sep 21, 2022 • 34min
#131 - Selling the 20% (John Barrows, Founder @ Sell Better by JB Sales)
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Quantify the number of qualification questions you are going to ask to avoid discovery fatigue.
Don’t claim to be the best at everything. Sell the 20% of A - what is most important and B - what you’re best at.
Once you’ve heard their priorities, add to them so you can establish credibility as an advisor.
Summarize key points from the meeting (priorities, impact, and timeline) and ask for confirmation of email receipt.
PATH TO PRESIDENT’S CLUB
Founder @ Sell Better by JB Sales
Host of Make it Happen Mondays
RESOURCES DISCUSSED
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Things you can steal
Sep 19, 2022 • 34min
#130 - Hall of Fame: How to land a killer sales job
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Build a top 25 accounts list that meet your criteria on space, prestige, size, etc.
Have a non-hideous resume with short, punchy sentences and specific numbers.
Prep for your interview by developing a point of view from the company’s perspective.
Don't be afraid to negotiate the terms of your deal. If you don’t ask, you’ll never get.
RESOURCES DISCUSSED
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Things you can steal
16 snips
Sep 14, 2022 • 31min
#129 - Prospecting with a proper human touch (Charly Johnson, Account Executive @ Salesloft)
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Start your email with research personalization to stand out in the inbox (vs generic greeting).
Quote the prospect/company directly by researching where the company is investing its money (e.g. in job postings, funding announcements).
Use a more humanized approach when prospecting. Sharing something you both have in common in the P.S. is a great place to add a human touch.
Reach out to your prospect immediately after they engage with your content - no need to wait for the next sequence step.
PATH TO PRESIDENT’S CLUB
Account Executive @ Salesloft
Team Lead, Sales Development @ Integrate
SDR @ Akkroo, an Integrate company
Enterprise SDR @ PatSnap
RESOURCES DISCUSSED
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Things you can steal
13 snips
Sep 7, 2022 • 31min
#128 - Storytelling to show prospects you can solve their problem (Armand Farrokh, VP of Sales @ Pave)
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Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past demos have gone.
Connect what you’re selling to something that hits the P&L. Get one deep business impact, and tell one story that shows people that you can solve their problem.
Get your prospect to tell you a story by using “typically” language to help prompt them with ideas that typically come up.
Ensure the problem you are solving is not an isolated incident. Ask: Is this happening frequently, or just a one-off?
PATH TO PRESIDENT’S CLUB
Founder & Host @ 30 Minutes to President’s Club
VP of Sales @ Pave
Director, Sales @ Carta
Sr Associate, Corporate Strategy & Venture Investments @ Flex
RESOURCES DISCUSSED
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Things you can steal
Aug 31, 2022 • 34min
#127 - Uncovering the buying process with your customer (Marisa Sarabia, Principal Account Executive @ Dialpad)
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Rank your buyer’s priorities in the first meeting so you know what to spend the majority of time on in the future.
Give pricing early and pivot based on reactions. If you end up giving concessions, always add an expiration date.
Stay engaged while your SE is demoing. It’s on you to keep the call on track.
Use the Zoom gallery view to identify unengaged participants - ask them easy questions to keep them interested.
PATH TO PRESIDENT’S CLUB
Principal Account Executive @ Dialpad
Account Executive @ Invoca
SDR @ Velocify (acquired by Ellie Mae)
RESOURCES DISCUSSED
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Things you can steal
6 snips
Aug 24, 2022 • 30min
#126 - Creating close plans for every step of the sales process (Jeremey Donovan, EVP, Sales & Customer Success, Insight Partners)
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Use a customer-facing close plan to map out the key steps (power, security, legal) in your sales cycle.
Review the key steps of your plan live in EVERY call rather than just sending it once through email.
Make a coach / champion determination by asking about past purchasing experience.
Send the blank connect request on LinkedIn when mass prospecting - skip the “fake” tailoring.
PATH TO PRESIDENT’S CLUB
EVP, Sales & Customer Success @ Insight Partners
SVP, Revenue Strategy @ Salesloft
Head of Sales Strategy & Enablement @ CB Insights
SVP & Head of Sales Strategy @ GLG
RESOURCES DISCUSSED
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Things you can steal
10 snips
Aug 17, 2022 • 37min
#125 - Playbook: Everything prospecting that isn't email or phone
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Create an event-specific sequence for expos/tradeshows w/ the CTA being “open to stopping by the booth?”.
Use highly tailored gifting for your top-tier accounts instead of just sending out dozens of Starbucks gift cards.
Seek out referrals by finding tangential partners to trade leads with.
Don't treat LinkedIn like email: use connects, content engagement, and DM's strategically.
RESOURCES DISCUSSED
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Things you can steal
10 snips
Aug 10, 2022 • 32min
#124 - Leveling with your buyer and setting clear expectations using PPO (Doug Landis, Growth Partner @ Emergence Capital)
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Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect.
Avoid deep-diving into features until you've established “why change?” and “why now?”.
Show up to your discovery with a theory about their pains and your solutions. Don’t just start peppering questions.
Soften the CTA with “would you be open to” instead of heavier asks before the customer is ready to dive deep.
RESOURCES DISCUSSED
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Things you can steal
Aug 3, 2022 • 30min
#123 - Prospecting into your customer's new company (Todd Busler, Co-founder & CEO @ Champify)
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Stay top of mind with your closed/lost opps with introductions, referrals, and nuggets (don't be another email marketer).
Re-engage former customers at new companies by proposing how your product fits them in their new role/company.
Leverage team selling to stay multithreaded in an account instead of restarting a sales cycle when you lose a champion.
Get a new champion by finding the next biggest fan and ramping them with condensed steps that you've already taken in the deal.
PATH TO PRESIDENT’S CLUB
Co-founder & CEO @ Champify
VP, Sales @ Heap
Account Executive @ Square
Sales Engineer @ SAP
RESOURCES DISCUSSED
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Things you can steal
