30 Minutes to President's Club | No-Nonsense Sales

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-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

How He Gets His Reps on The Sales Floor 2x Faster Than You | Ep. 323 | Kyle Asay

July 10, 2025 • 40 mins
Forget endless product certifications. Kyle Asay shows you how to get reps talking to buyers (and generating pipeline) in two weeks — so you can crush quota with a team that stands on its own. 🎙 ACTIONABLE TAKEAWAYS: Know your territory: Teach reps to tier accounts simply (A, B, C) so they focus only on the right targets first. Know your personas: Use real personas (e.g., actual engineers or CFOs) to train reps directl...
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Sales Onboarding Strategy That Cut Time To First Sale by 49% | Bite-sized Tactics

July 9, 2025 • 6 mins
Most orgs spend weeks training reps on the product… but months later, you’re still stuck with an empty pipeline. What if the key to ramping AEs faster was skipping product training (at first)? Kyle Asay (VP Global Growth Sales @ LaunchDarkly) shares how his team cut time to first deal by 49% by rethinking onboarding. Instead of starting with feature dumps, they focused on: ✅ Account prioritization ✅ Customer problems & personas...
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The Secret to Writing Better Cold Emails in Half the Time with AI | Ep. 322 | Sean O’Brien

July 8, 2025 • 41 mins
Steal Sean’s Secret to Using AI For Your Cold Emails Sean O’Brien breaks down how to leverage AI to rapidly research prospects and write personalized cold emails that cut your outreach time drastically, so you can send smarter, more effective messages that get real replies. 🎙 ACTIONABLE TAKEAWAYS: Use insights from sales calls and transcripts to train AI on key buying triggers and improve your outbound outreach. Focus...
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How I Use AI to Write Better Cold Emails (Without Losing Personalization) | Bite-sized Tactics

July 7, 2025 • 6 mins
Tired of AI-generated cold emails that sound robotic? Here’s how Sean O’Brien (Enterprise AE @ Harvey) actually uses AI tools like Perplexity and ChatGPT to make outbound emails more personal and more effective. His 3-step process for using AI to write relevant, high-converting emails that boost reply rates without sacrificing quality: ✅ Identify the right decision-makers ✅ Find personalized intel and real-time insights ✅ Use A...
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Why Sales Leaders Get Fired: A Sales Metrics Masterclass | Lead Playbook

July 3, 2025 • 48 mins
Most sales leaders don’t get fired for missing the number, they get fired for not knowing why. In this episode, Armand and Mark walk through the exact metrics framework you need to diagnose problems, report up, and actually run your revenue org. 🎙 ACTIONABLE TAKEAWAYS: Sales leaders fail when they guess instead of use data. Without clear metrics, leaders launch ineffective initiatives, lose team trust, and risk being repla...
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The Recurring Revenue Blueprint (6 Stages Every Team Needs) | Bite-sized Tactics

July 2, 2025 • 4 mins
Struggling to connect your sales, marketing, and customer success teams? You’re probably missing a clear customer journey framework. In this video, we break down the Recurring Revenue Operating Model (RROM)—a framework for tracking key metrics across the customer journey, based on Jocko van der Kooi's model from Winning by Design. It outlines six critical stages of the journey, each with specific owners and metrics: Learn how to ...
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The Cold Email Strategy That Actually Books Meetings in 2025 | Jason Bay | Ep. 321

July 1, 2025 • 39 mins
📧 Preview the Cold Email Course: www.30mpc.com/blog/preview-the-cold-email-course This episode will completely reframe how you think about cold outreach. Jason Bay breaks down the three types of irresistible offers that get prospects to say yes, without pitching your product. 🎙 ACTIONABLE TAKEAWAYS: Pitch three types of offers starting with a blind date meeting, followed by one-to-many insights like benchmarks, and fini...
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The 3 Sales Offers Elite Reps Use to Get Prospects To Say Yes | Bite-sized Tactics

June 30, 2025 • 4 mins
There are three types of offers sellers can use to increase meeting conversion rates. Jason Bay (CEO 2 Outbound Squad, Sales Influencer @ Salesforce) breaks them down: ✅ The Blind Date — Hype up your AE or SE like you’d hype a friend before a first date. Build instant credibility. ✅ The One-to-Many — Share valuable industry insights, competitor gaps, or research-backed reports to spark curiosity. ✅ The One-to-One — Create person...
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Q3 Roadmap: The 30MPC Cold Email Course Drops July 21

June 30, 2025 • 20 mins
Once per quarter, we share our content Roadmap with you → updates about the biggest content drops, new resources, and tactical sessions to help you on your sales journey. And folks, Q3 is absolutely stacked. Here’s what to expect: Cold Email Course: The Reply Method for Double Digit Replies: https://www.30mpc.com/course/cold-email-course (+ get the 2025 Cold Email Data Report when you join the course waitlist) Jason Bay’s Outbo...
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Why Most Sales Processes Fail (How to Elite Sales Leaders Fix Them Fast) | Ep. 320 | Nathan Broome

June 26, 2025 • 40 mins
Nathan Broome brings a masterclass in building and operationalizing high-performing sales processes. He shares how great leaders drive clarity, prep their teams for success, and coach reps to consistent wins by simplifying execution at every stage of the deal cycle. 🎙 ACTIONABLE TAKEAWAYS: Map out your sales process step-by-step by defining what reps should do before, during, and after each call. Define the “big win” (W)...
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Forget Perfect Sales Calls: Here’s the Only Outcome That Matters | Bite-sized Tactics

June 25, 2025 • 6 mins
Too many sellers get caught up chasing the "perfect" sales call — flawless questions, polished delivery, fancy frameworks. But here’s the truth: None of that matters if you don’t uncover a real, buyer-agreed problem you can solve. Nathan Broome (SVP of Sales @ Common Room) breaks down the simple but powerful concept of defining the Big W — the measurable win for every sales stage. From discovery to demos, your job isn’t to sound p...
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Why You’re Losing Deals by Not Picking Up the Phone | Ep. 319 | Michelle Cecil

June 24, 2025 • 40 mins
Getting your buyer live on the phone isn’t old school—it’s elite. In this episode, Michelle Cecil, two-time President’s Club winner at Procore, shares how dialing instead of emailing builds trust, collapses timelines, and puts you back in control of your deals. Her approach proves that the phone isn’t dead—it’s your most underused weapon. 🎙 ACTIONABLE TAKEAWAYS: Don’t negotiate over email — Use a “carrot on a stick” to ear...
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Never Negotiate Over Email (Do This Instead) | Bite-sized Tactics

June 23, 2025 • 8 mins
Too many reps lose deals by trying to negotiate or explain everything over email. Michelle Cecil (Commercial Sales manager @ Procore) breaks down why you should never negotiate in writing—and what to do instead to win more deals. You’ll learn: How to use the "carrot on a stick" to earn live calls Why delivering price live gives you an edge in negotiations The #1 pre-meeting prep tactic to build trust and tailor demos ...
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Show The Product on The First Call: The GENIUS High Velocity Sales Blueprint | Mallika Sahay | Ep. 318

June 19, 2025 • 39 mins
High velocity sales isn’t about rushing… it’s about precision, urgency, and clarity. In this episode, Mallika Sahay breaks down how to build a lightning-fast sales motion without sacrificing quality, trust, or control. 🎙 ACTIONABLE TAKEAWAYS: Use a product story early — Instead of saving the demo, introduce a product story on the first call to create momentum and shorten deal cycles. Track funnel-stage metrics — In hig...
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How to Nail Discovery with a 1-Minute Product Tour (NOT a Demo) | Bite-sized Tactics

June 18, 2025 • 5 mins
Stop demoing on the first call. Instead, run a 60-second product tour that grabs attention, triggers discovery questions, and opens the door to multi-threading—all before you even show a single slide. Mallika Sahay (Fomer Sales Leader @ Apollo, Segment, Census) shares why a Product Tour on Call #1 is far more effective than a full demo—and how it transforms the sales conversation. In this video, you’ll learn: Why product tou...
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How Top Sales Reps Handle Objections Before They Even Happen | Bryan Charlton | Ep. 317

June 17, 2025 • 40 mins
Bryan Charlton joins the show to break down how great reps spot deal risks early and keep momentum all the way to close. He shares real examples, practical tactics, and the mindset his team uses to win complex deals. 🎙 ACTIONABLE TAKEAWAYS: The contract isn’t the finish line. It’s the start. Set the tone for what happens in the first 30, 60, and 90 days so the buyer knows exactly what to expect. If a buyer says they’re l...
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Where Sales Reps Lose Deals Without Even Realizing It | Bite-sized Tactics

June 16, 2025 • 8 mins
Are you losing deals and not even realizing why? Bryan Charleton (Sales Manager @ Otter.ai) shares the two most critical moments in the sales process where deals are either won—or fall apart: 1️⃣ The first discovery call: Learn how elite reps build trust from the first question and become indispensable to buyers. 2️⃣ Stakeholder coverage: Stop going single-threaded. We show you how to cover all the right personas—IT, business l...
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Everything You’ve Wanted to Learn From a Sales Leader in 30 Minutes | Ep. 316 | Leadership Q&A

June 12, 2025 • 39 mins
Three top sales leaders go deep on the tough stuff: getting promoted, standing out, coaching reps at scale, and whether commission is dead. If you're trying to grow your career or your team, this episode is a goldmine! 🎙 QUESTIONS ANSWERED: How can a sales leader grow fast enough to keep pace with a hyper-growth company? What is the most unconventional or controversial trait to hire for in a sales rep? What part of th...
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How to Get Hired as an SDR in 2025 (Even Without Experience) | Bite Sized Tactics

June 11, 2025 • 7 mins
Struggling to land your first SDR job? 3 top sales leaders break down what actually gets you hired for an entry-level sales role in 2025. From cold calling a hiring manager at 5:45am to the unconventional traits that will get you hired, this video is packed with tips that go way beyond generic resume advice. RESOURCES DISCUSSED: ⁠⁠Join our weekly newsletter⁠⁠ ⁠⁠Things you can steal⁠⁠ ⁠⁠Save $50 on any 30MPC course⁠⁠ ...
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How to Close Deals FASTER with This SAME DAY Follow-Up Pitch | Anthony Firenzi | Ep. 315

June 10, 2025 • 38 mins
Anthony Firenzi reveals the overlooked power of same-day follow-ups and how this one tactical shift can speed up your sales cycle, build trust, and close deals faster. 🎙 ACTIONABLE TAKEAWAYS: After big team meetings, send a group recap email, personalized 1:1 emails to each attendee, and a quick check-in message to your champion. In executive meetings, come in with a clear agenda, focus on their priorities, and skip smal...
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