30 Minutes to President's Club | No-N...
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.
326
Product Roadmap: Q1 2023
Product Roadmap: Q1 2023
13 min
327
126 (Sell): Holding your customer accountable t...
Ideally, establish your executive calls 1:1. You’ll avoid deal fatigue and better understand their true priorities.
30 min
328
125 (Sell): Active listening to loosen up your ...
Use a pre-call checklist for discovery. Research everything you can about your buyer and show them you know them in the first 5 minutes of the call.
27 min
329
Hall of Fame: Morgan Ingram Ep. 16
We're running it back! Here's one of our all-time favorite episodes on 30MPC.
29 min
330
124 (Sell): Using "client voice" with your pros...
Use “client voice” to describe common challenges from your customers.
26 min
331
123 (Sell): Building impact and intensifying ur...
Avoid discovery fatigue with a mix of emotionally intelligent techniques.
27 min
332
122 (Sell): Overcoming mistakes and missed oppo...
Identify the right champion by seeing who takes the next steps, who gets listened to when they speak, and gauging the rigor of their questions.
31 min
333
121 (Sell): Creating and accelerating your emai...
Use the 3x3 recap email: List the top 3 takeaways from the meeting, followed by the top 3 next steps.
29 min
334
Playbook: Cold Calling Playbook Part 2
The cold calling playbook revisited
26 min
335
120 (Sell): The Don't Get Ghosted Playbook
So you got ghosted, what do you do?
32 min
336
119 (Sell): Using social proof tactics in your ...
Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations.
24 min
337
118 (Sell): Optimizing for connections and comp...
Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible.
31 min
338
117 (Sell): Building a business case with your ...
Create your business case in Mad Lib Style. Start with a framework and fill in the gaps as you go through the call, helping to build out the storyline.
27 min
339
116 (Sell): Setting the steps of your Mutual Ac...
Map out the key milestones in the deal and customize them for the people who need to be involved.
29 min
340
Product Roadmap: Q4 2022
We like to drop new stuff from time to time. So here's the scoop...
8 min
341
115 (Sell): Selling the 20% (John Barrows, Foun...
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.
30 min
342
Hall of Fame: How to land a killer sales job
Build a top 25 accounts list that meet your criteria on space, prestige, size, etc.
31 min
343
114 (Sell): Prospecting with a proper human tou...
Start your email with research personalization to stand out in the inbox (vs generic greeting).
27 min
344
113 (Sell): Storytelling to show prospects you ...
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.
28 min
345
112 (Sell): Uncovering the buying process with ...
Rank your buyer’s priorities in the first meeting so you know what to spend the majority of time on in the future.
31 min
346
111 (Sell): Creating close plans for every step...
Use a customer-facing close plan to map out the key steps (power, security, legal) in your sales cycle.
26 min
347
Playbook: Everything prospecting that isn't ema...
If you want to break through the noise, here are some unique tools to add to your prospecting toolkit.
33 min
348
110 (Sell): Leveling with your buyer and settin...
Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect.
29 min
349
109 (Sell): Prospecting into your customer's ne...
Leverage team selling to stay multithreaded in an account instead of restarting a sales cycle when you lose a champion.
27 min
350
108 (Sell): Managing expansion sales and execut...
Get ahead of every executive conversation by first prepping with a champion pre-call.
24 min