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

#533 - How to Build a Team That Thrives on 700 Cold Calls a Week | Melanie Smith

December 18, 2025 • 34 mins
Melanie Smith, Head of Sales Development at Nooks, breaks down the exact systems, metrics, and coaching frameworks she uses to run one of the highest-performing SDR teams in outbound. In this episode, she shares KPI structures, call-block strategy, cold-call skill development, and how leaders can scale connect rates, conversation rates, and meeting production without burning out their reps. 🎙️ ACTIONABLE TAKEAWAYS: Weekly ...
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#532 - Santa Unwraps 12 Sales Tactics You NEED to Master in 2026

December 16, 2025 • 36 mins
In this special holiday episode, Santa and his elf break down the 12 most impactful sales tactics of 2025, covering negotiation, discovery, cold calling, prospecting, leadership, demo strategy, hiring, business cases, team management, and more. Each tactic is pulled from interviews with top 1% sellers and elite sales leaders, giving reps a fast, practical, and highly actionable playbook to win deals, build pipeline, lead teams, and...
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#531 - How to Scale Personalized Prospecting with Video (Even in SMB)

December 11, 2025 • 25 mins
Discover how Vidyard’s #1 AE, Mike D'Aloisio, uses video to humanize every stage of the sales cycle — from first touch to pricing delivery to re-engagement when prospects ghost. In this 30MPC sell interview, learn how to tailor videos to personas, boost meeting show rates, eliminate the “game of telephone” in proposals, and creatively reignite stalled deals using short, high-impact videos that stand out inside crowded inboxes. �...
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#530 - Negotiation Masterclass: Your Sales Commission Savior

December 9, 2025 • 40 mins
December deals are different. Negotiations drag. Legal stalls. Procurement kicks it to January. And your EOQ slips away. In this Masterclass, Todd Caponi joins Nick and Armand to share strategies from his new book, Four Levers Negotiating. He’ll show you how to flip the script and close what’s left on the table — before the ball drops. Todd is the founder of Sales Melon, the host of The Sales History Podcast, and an author of aw...
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#529 - How to Win Enterprise Deals with Compelling Events (Not Volume) | Luke Floyd

December 4, 2025 • 37 mins
Luke’s CE Hypothesis Template Luke Floyd breaks down how he stopped “spraying and praying” and started winning large enterprise deals by tracking where urgency already exists. Instead of chasing logos or building volume-based cadences, he prioritizes the 20 accounts most likely to face a compelling event, builds horizontal plays that don’t sound generic, and positions himself “on the bench” before the need arises. Learn how to fil...
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#528 - Live Cold Calls: How Many Meetings Can The #1 Sales Trainer Book?

December 2, 2025 • 33 mins
Jason hits the phones to prospect into sales and enablement leaders, sharing his live approach between each call. With a 30% connect rate (thanks to Titan X) and 11% conversion, you'll see how Jason handles objections, switches messaging mid-call, and learns in real time. Think cold calling is hard? Try doing it live for 90 minutes, under studio lights, in a room with no AC, with a crowd listening to every single word you say. ...
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#527 - The Sales Process Elite Reps Use (And You Don’t)

November 27, 2025 • 21 mins
Get the full playbook (60 minute video masterclass) 100% free right here: https://www.pipedrive.com/en/30mpc-masterclass --- Deal velocity is a huge driver of win rates, which is why Armand and I partnered with the easy and effective CRM, Pipedrive, to film a 60 minute video masterclass that covers all of the different ways that you can drive velocity in each individual stage of your sales process. Literally, from opening call al...
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#526 - The Ultimate Cold Calling Q&A: 16 Questions to Book Your Next Meeting

November 25, 2025 • 38 mins
From Armand Farrokh and Nick Cegelski, the duo behind the 50,000-copy best-selling cold calling book, this episode breaks down the exact playbook top reps use to consistently book meetings. Learn the highest-converting openers, how to tailor context to any persona, the tactics they use to disarm prospects, and the triple-bypass method for getting past gatekeepers. You’ll also get strategies to avoid spam-tagging, boost connect rate...
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#525 - Why Executives Ignore Your Sales Pitch (And How to Fix It Fast) | Nate Nasralla

November 20, 2025 • 52 mins
Buy "Brief and Brilliant' Here Turn executive meetings into closed deals with Nate Nasralla’s 4-sentence framework, one-page business case, and proven tactics to speak the language of leadership and win buy-in fast. 🎙️ACTIONABLE TAKEAWAYS: • Build a 4-Sentence Soundbite: Use Nate’s formula — Because of [shift], now’s the time to [act], to avoid [risk], and unlock [reward] — to frame every deal in language that resonates with ...
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#524 - Outbound Prospecting Masterclass: Everything You Need to Book Meetings in 2026

November 18, 2025 • 39 mins
Outbound is broken, not dead. In this masterclass, Jason Bay breaks down the new outbound playbook for 2025–2026 — how top reps are filling pipeline when cold calls, automated sequences, and mass emails stop working. You’ll learn how to prioritize accounts that actually respond, speak your buyer’s language with offers that earn replies, and sequence outreach across phone, email, and social the right way. Key frameworks include the...
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#523 - How Top Sellers Find the Real Decision Makers in Deals | Kam Germany

November 13, 2025 • 34 mins
Kam Germany breaks down how elite sellers win complex deals by uncovering the true decision makers, sparking internal alignment, and turning every stakeholder into a champion that sells for you when you’re not in the room. 🎙️ ACTIONABLE TAKEAWAYS: Find the Shadow Decision Maker: Don’t assume the highest title holds the most influence—watch who answers impact questions to uncover who truly drives decisions. Incite the Rio...
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#522 - How Many Cold Calls Does It Take To Afford a Baby? (A Youtube Special)

November 11, 2025 • 50 secs
Full YouTube Video HERE (https://hubs.li/Q03SzGnP0) Alex Murphy (Founding AE @ 30MPC) reveals the exact sales prospecting formula that took him from teaching to crushing 200% of quota month after month. By breaking big life goals—like buying a house or having a baby—into simple math, he shows how to turn financial dreams into measurable activity targets. Learn how to calculate your dollars per meeting, prospects per booking, a...
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#521 - The 7 Deadly Sales Negotiation Sins | Todd Caponi

November 6, 2025 • 28 mins
Todd Caponi, bestselling author of The Transparency Sale and The Four Levers of Negotiation, breaks down the 7 Deadly Negotiation Sins that cost salespeople deals, margins, and trust. If you think discounting accelerates deals, holding price until you “build value” is smart, or trading discounts for case studies is harmless, Todd’s about to rewire your negotiation mindset. Learn how to close faster, discount less, and build buyer t...
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#520 - I Handle EVERY Cold Call Objection like Mr Miyagi

November 4, 2025 • 7 mins
Cold Email Course: http://bit.ly/44K6jy3 Cold Call Course: https://bit.ly/4jqQ4w2 -- Handle every objection in the world like Mr. Miyagi. Plus 4 more talk tracks you can steal for your favorite objections out there. Watch in full vibrant color: https://bit.ly/44KFn02 RESOURCES DISCUSSED ⁠18 Objections and Scripts for Each⁠ ⁠Join our weekly newsletter⁠ Save $50 on any 30MPC course⁠ with code “PODCAST” ⁠Free Sales...
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#519 - Set Next Steps That Actually Close Deals | Roy Mathew

November 3, 2025 • 34 mins
Stop losing deals after the demo. Roy Mathew shows how to align every next step to what buyers actually care about. This is next-level sales leadership in action. 🎙️ ACTIONABLE TAKEAWAYS: Calibrate before next steps: Always ask prospects where they stand before suggesting next steps — uncover what’s really going on in their head. Think like a buyer, not a seller: Map out the five key questions buyers must answer before...
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#518 - 5 Terrifying Sales Ghosts That Will Haunt Your Quota | Halloween Special

October 30, 2025 • 32 mins
This Halloween, the 30 Minutes to President’s Club crew takes you inside the haunted house of sales — where deals disappear, demos die, and negotiations bleed revenue. Nick, Armand, and Steve break down five sales ghosts that secretly destroy your pipeline and show you exactly how to exorcise them using elite B2B sales tactics, closing frameworks, and storytelling mastery. If you’re serious about hitting quota, closing complex d...
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#517 - The Secret to Handling Nasty Cold Call Objections

October 28, 2025 • 15 mins
⁠18 Objections and Scripts for Each⁠ Nick Cegelski shares how to turn quick rejections into real sales conversations using his Mr. Miyagi Method for dismissive objections. He explains why most brush-offs aren’t about your product at all but about the interruption, and how to agree with objections, lower resistance, and reintroduce your pitch naturally. You’ll learn how to replace pressure with curiosity, keep prospects talking, ...
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#516 - How to Differentiate Yourself in Every Sales Cycle | Chad Prezlomski

October 27, 2025 • 34 mins
Chad Prezlomski reveals how elite sellers separate themselves from the pack by delivering a world-class buyer experience. Download the Guide: How to Get Your to Reply in 90 Seconds (Without Sending an Email) 🎙️ ACTIONABLE TAKEAWAYS: Before the meeting: Send pre-meeting nurture emails showing similar customers to build trust and credibility fast. During the meeting: Use a hypothesis slide to prove preparation and lead inf...
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#515 - 21 PERFECT Sales Discovery Questions to Ask Your Prospect (Part 1)

October 23, 2025 • 16 mins
Get your prospect to spill their guts on the very FIRST discovery call! In this first episode of a three-part 30 Minutes to President’s Club series, host Nick Cegelski reveals the 10 best discovery questions top-performing sales reps use to get prospects to open up from the very first call. These early-stage discovery questions are designed to uncover true motivation, business pain, and urgency — not just surface-level interest....
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#514 - I Ran a Sales Call For A Product I Never Sold

October 21, 2025 • 24 mins
In this episode, Armand Farrokh breaks down exactly how to run a discovery call for any product, even one you’ve never sold before. Using a background check software as an example, he shows how to identify real business problems, craft targeted questions, and connect day-to-day pains to executive-level impact that drives urgency. You’ll learn how to build and navigate a Discovery Tree—a structured path from situation to operatio...
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