30 Minutes to President's Club | No-Nonsense Sales
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-hosts Jen Allen-Knuth (ex-Challenger, ex-Lavender) and 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
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Do a "headhunting drill" and have your new reps call your own executive team
SDRs should have 300-400 prospects in sequence
Test your rep's call from numbers to be sure they aren't being marked as "spam likely"
Sit next to reps with slow workflows to observe what's slowing them down
PATH TO PRESIDENT’S CLUB
Consultant @ Agoge Prospecting School
Director of Sales Development @ Vercel
Sen...
Mark as Played
April 30, 2024 • 30 mins
FOUR ACTIONABLE TAKEAWAYS
Find your prospect's birthday and then add them to your calendar to send thoughtful notes
If a competitor is faltering run a list report of all their customers and prospect them
If doing in-person office visits bring a gift to break the ice and leave a memorable impressions
If you missed something on a meeting, don't wait until the next meeting, just give the buyer a call on their mobile phone and ask ...
Mark as Played
April 29, 2024 • 32 mins
FOUR ACTIONABLE TAKEAWAYS
Use typically language and stories to gain credibility with your prospect, leading to deeper discovery.
Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation.
Mirror multithreading in the sales cycle. Bring a VP for a CXO. Bring an SE for a technical buyer. Bring in product for someone cross-function...
Mark as Played
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Designate specific people to cover very specific topics in the interview process so they can get really good at those core competencies. Leave the generic questions to another company.
When you got them hooked, talk them out of it. If you can talk them out of it, they wouldn’t have worked out anyway.
Sell early, grill after. Get someone to opt in by selling them on your goals and your mission...
Mark as Played
April 23, 2024 • 29 mins
FOUR ACTIONABLE TAKEAWAYS
If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations
Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle
Someone liking your offering does not make them an effective champion, ask questions like "Is {title} aware of these conversa...
Mark as Played
April 22, 2024 • 30 mins
FOUR ACTIONABLE TAKEAWAYS
Start with a menu of pain: the 3 biggest problems that any given persona can face.
Once you align on the problem, ask, “What’s prompting that need?”.
You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem).
Use individual contributors, like AEs, for inside intel on the organization. Then use their quotes on 1-2 slides when meeting with VP or CXO.
...
Mark as Played
April 18, 2024 • 22 mins
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Name and define your competencies
Be extremely intentional about how you are going to interview those competencies. Get into the nitty gritty about how you are going to assess for work ethic.
Test for traits like IQ, EQ, coachability, and work ethic earlier in the process as they are the hardest to teach. Industry domain expertise and even skills like prospecting are much easier to teach.
Ma...
Mark as Played
April 16, 2024 • 33 mins
FOUR ACTIONABLE TAKEAWAYS
Break into prospects when they are speaking at conferences. If you see somebody from the really-tough-to-break-into account speaking at a conference, go to their talk and sit in that talk. At the end, introduce yourself to the speaker and make a point of connection with them.
Avoid name-dropping obscure customers. When you are prospecting into more sensitive industries, don't name-drop non-publicly refer...
Mark as Played
April 15, 2024 • 30 mins
FOUR ACTIONABLE TAKEAWAYS
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 im...
Mark as Played
April 11, 2024 • 31 mins
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
The best reps never ask the same question twice.
Turn pressure to productivity. Our job as leaders isn’t to pass pressure; it’s to use pressure to get more out of our reps.
Ask your reps, “I look forward to seeing how you answer that question.”
Listen early, join late. Pre-prep and game planning will save you some time in the long run.
PATH TO PRESIDENT’S CLUB
Manager, Commercial Sales @...
Mark as Played
FOUR ACTIONABLE TAKEAWAYS
To learn about what’s going on in other parts of your organization, get on the email alias distribution lists.
Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal.
To determine the next steps and what’s important to a buyer, ask, “Say you’re evaluating a few techn...
Mark as Played
April 8, 2024 • 32 mins
FOUR ACTIONABLE TAKEAWAYS
Challenge your prospect on fit early and often to test buy-in.
Set landmines for competitors during the requirement-gathering phase.
Require an exec-level bridge with your CEO instead of spending hours on an RFP.
Use carrots to drive close when internal compelling events are lacking.
PATH TO PRESIDENT’S CLUB
Head of Strategic Accounts @ Monte Carlo
Enterprise Sales Leader @ Monte Carlo
Former Ente...
Mark as Played
April 4, 2024 • 32 mins
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Booked meetings over the last 2 quarters times conversion rate = early quarter forecast for SDRs.
There's a top-down financial plan and a bottoms-up forecast. Use that to calibrate the SDR team on exactly what they need to attack to hit their number but ensure we don't put pressure on the AE team when they walk into quarters with low coverage.
Everyone has to forecast at top of funnel. Market...
Mark as Played
April 2, 2024 • 29 mins
FOUR ACTIONABLE TAKEAWAYS
If you don’t have enough pain, ask for some documentation prior to the demo.
The SE should reaffirm and ADD 15 minutes of discovery on the front end of the call.
Link the demo portions specifically back to WHO SAID they had the problem.
Give your champion an email sequence to share with people during the PoC.
PATH TO PRESIDENT’S CLUB
Senior Manager, Sales Engineering @ Grammarly
Senior Sales Engin...
Mark as Played
April 1, 2024 • 21 mins
ACTIONABLE TAKEAWAYS
Do the opposite of every single thing Corporate Bro Says
Listen to Corporate Bro on his podcast Demoted
Follow Corporate Bro on social: Instagram and YouTube
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Mark as Played
March 28, 2024 • 33 mins
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Effective Monday Team Meetings. Add an element of fun to your Monday meetings. Follow the framework: Connect, Learn, Communicate, and Prioritize.
Tuning Your Discount Matrix. Look at your current avg. discount, then make the matrix a bit better. Get a little incremental revenue out of improving discounting.
The multi-Year Deal Grid. Show where a customer’s cost might change as they grow / shr...
Mark as Played
March 26, 2024 • 32 mins
Caitlin’s Checklist to Brief Your Execs Before Calls: www.30mpc.com/newsletter/checklist-to-brief-your-execs-before-sales-calls
FOUR ACTIONABLE TAKEAWAYS
Explain things in your customer’s language. Adapt data and demos to how the customer works and thinks.
Involve your champion in every customer touchpoint because they will help share context and help be your co-quarterback for the deal.
Ask your buyer to correct you. When you g...
Mark as Played
March 25, 2024 • 29 mins
FOUR ACTIONABLE TAKEAWAYS:
Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions.
Avoid open-ended q’s, instead use “typically” or “usually” language to demonstrate credibility.
Keep your demo’s interactive by asking the prospect what jumps out to them right away.
Start your demo’s with the exciting outcomes and work backwards to reality (integrations, permissions)
COREY'S PATH T...
Mark as Played
March 22, 2024 • 14 mins
Q2 ROADMAP
We wrote the book on Cold Calling: Preview the Intro
Mr. Miyagi Method: 18 Cold Call Objections & How to Handle
Twitter: Follow Armand
YouTube: Stay Tuned
Tactic Teardowns: Register for Q2 Sessions
Kevin “KD” Dorsey Joins the Club: Congratulate KD
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Mark as Played
March 21, 2024 • 31 mins
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Increase the surface area of your luck. Sometimes, getting promoted takes luck. So help out as much as possible in all the places you can.
Don’t let a slow burn hurt others. If a rep isn’t ready to be promoted, provide feedback early. Don’t create an environment where a toxic attitude spreads.
Test drive managers before promoting. Insert the best candidate in actual situations. Communicate yo...
Mark as Played
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