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
Jul 14, 2021 • 26min
#64 - Leveling with prospects so you actually book meetings (Parker Eide, SDR Manager @ Gong)
Parker Eide, SDR Manager at Gong and 2018 SaaSy Sales Management Impact Award winner, shares key sales tactics to enhance meeting bookings. He emphasizes the importance of 'leveling' with prospects and identifying buying triggers quickly. Parker discusses utilizing email interactions to prioritize leads and encourages asking for second chances after less-than-ideal pitches. Listeners can learn how to tackle objections, optimize their daily schedules, and adopt strategies for increasing email open rates, all while maintaining a positive sales mindset.
Jul 7, 2021 • 32min
#63 - The science of asking better questions and handling objections (David Priemer, Founder @ Cerebral Selling)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: * “Cut” your prospect before showing them the band-aid - solidify the enemy.* Utilize stories when you hear a clear prospect pain-point.* Ask related questions before the big questions. Start small before going big.* Plant landmines with credibility and aligning yourself with the features your prospect cares about.======================David’s Path to President’s Club: * Founder of Cerebral Selling* Lecturer at Smith School of Business at Queen's University & London Business SchoolRESOURCES DISCUSSED
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Things you can steal
Jun 30, 2021 • 28min
#62 - Taking your video selling game to the next level (Josh Kirkham, Manager, Emerging Sales @ Vidyard)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: * Aim to be a one-take-wonder. It’s the only way you’ll be able to efficiently video prospect in bulk.* Get your pleasantries/introductions out before the meeting with a quick video covering the agenda.* Send micro-demos after the call by recording yourself highlighting key points and next steps.* Don’t be afraid to call up your prospect for feedback after you see they’ve watched the video.======================Josh’s Path to President’s Club: * Manger, Emerging Sales @ Vidyard* 255% of Direct Quarterly Quota Attainment* Led sales team to achieve 125% of Team Quarterly TargetRESOURCES DISCUSSED
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Things you can steal
Jun 23, 2021 • 29min
#61 - Triangulating the truth to forecast better and drive timelines (Devin Reed, Head of Content Strategy @ Gong)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: * Understand every step it will take to get a deal done so you can move from a soft yes to commit.* Ask multiple people how the buying process goes so you can better triangulate the truth.* Get ahead of objections by figuring out what has gone right and wrong in past deals.* Beat procurement with multiple champions and multi-threading your negotiations.======================Devin’s Path to President’s Club: * Head of Content Strategy @ Gong* B2B Marketing & Sales advisor @ TheReeder.coRESOURCES DISCUSSED
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Things you can steal
Jun 16, 2021 • 33min
#60 - Unexpectedly delighting your buyers with mic drops & mints (Belal Batrawy, DeathtoFluff)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: * Don’t be afraid to insert some humor when being confronted on a cold call.* Trade your cleverness with bewilderment to get the prospect to expand on the uncovered problem. * Delight your buyer by offering up competitive analysis and pricing off the bat.* Use mic-drop questions to show you’ve done your research and eliminate “not interested” objections.======================Belal’s Path to President’s Club: * Community Leader of #Death2Fluff* 7x Startup Seller and Sales AdvisorRESOURCES DISCUSSED
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Things you can steal
Jun 9, 2021 • 29min
#59 - Optimizing your prospecting by skipping the jargon and using effective research (Charlotte Johnson, SDR @ SalesLoft)
Charlotte Johnson, an SDR at SalesLoft and host of Sales Development Soundbites, shares her insights on effective sales prospecting. She emphasizes cutting out jargon and getting straight to the research in outreach. Johnson advocates for creative email strategies, like including screenshots of research to engage prospects visually. She discusses the importance of leading with context in cold calls to build credibility. Personalization and authenticity are central to her approach, aiming to foster genuine connections with potential clients.
Jun 2, 2021 • 32min
#58 - Nailing your next AE/BDR job interview (Blake Hudson, Director of Sales Enablement @ re:work training)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: * Answer the question you WISHED you were asked to drive your narrative. * Give your pitch in “story” form (background, journey, aha moment) insead of reciting your CV.* Embrace your “biggest weakness” and highlight the ways you deal with it.* Explain the pull towards your new job, instead of pushing away from your old one.======================Blake’s Path to President’s Club: * Director of Sales Enablement @ re:work training* Former AE/Brand Manager @ Victory LapRESOURCES DISCUSSED
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Things you can steal
May 26, 2021 • 31min
#57 - Directing your sales process like a movie (Mark Kosoglow, VP of Sales @ Outreach)
Mark Kosoglow, VP of Sales at Outreach, shares actionable strategies for boosting sales effectiveness. He emphasizes the importance of personalizing follow-ups and suggests sending quick videos post-demos instead of lengthy documents. The conversation dives into optimizing sales discussions, advocating for concise communication to engage multiple stakeholders. Mark also stresses the value of storytelling in demos and warns against lazy questioning. This insightful chat is packed with innovative approaches to elevate your sales game!
May 19, 2021 • 30min
#56 - Selling to a smaller book of business with highly personalized outreach (Vin Matano, AE @ Demandbase)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: * Remove all templates when reaching out to your AE Top 30 and AE Top 5. * Look in your CRM for a prospect’s historical interactions, copy exact language for new outreach.* Recycle your highly personalized email with a new subject line if it didn’t get opened.* Switch your outreach frequently to increase the chances of breaking through.======================Vin’s Path to President’s Club: * Mid-Market AE at Demandbase* President’s Club FY20* SDR of the Year (Demandbase)* BEAST Award: The Best in Sales Development (Tenbound) - Responsible for sourcing over $6M in closed deals in 2019. Averaged 144% of New Business Opportunities each month.RESOURCES DISCUSSED
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Things you can steal
May 12, 2021 • 32min
#55 - Playbook: Top 10 moments that change the way we sell
Dive into a treasure trove of sales wisdom as the hosts reflect on ten pivotal moments that transformed their selling strategies. Learn how targeted prospecting and automation can streamline outreach. Discover the significance of personal connections and casual language in building rapport with buyers. Uncover effective tactics for managing sales pilots and the power of clear communication. Transparency in pricing takes center stage, showcasing how honesty builds trust. Finally, gain insights from various guests that will inspire future sales success!
