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.
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#152 - Identifying the difference between pain ...
Prospect by identifying the top 2-3 problems that most people don’t know that they have, then try to find out where the prospect realistically lands currently.
27 min
402
#151 - Controlling the sales process in the buy...
Keep your buyer’s best interest in mind when driving the timeline. Don’t drive it using your quota or discount.
26 min
403
#150 - Plan your attack, then attack your plan ...
Don’t stay single-threaded in accounts. Just because you booked a meeting doesn't mean you shouldn’t keep prospecting.
36 min
404
#149 - Playbook: The Negotiation Playbook
Lock in access to power before negotiating. Confirm the person you’re speaking to can get the deal done on time and approved.
24 min
405
#148 - Asking questions that get your buyer tal...
Use typically language and stories to gain credibility with your prospect, leading to deeper discovery.
29 min
406
#147 - Using pushes to handle objections (Will ...
Before giving any discounts, get clear commitment on timing. And make it clear that if there’s a slip, it starts back at standard pricing.
20 min
407
#146 - Booking more outbound meetings with slap...
Permission Slap: Ask for permission to give valuable information.
27 min
408
#145 - 6 Ways to Get Coal in Your Stocking from...
Prospect the right people: 80% of your prospecting time should be spent contacting folks ABOVE the power line.
21 min
409
Product Roadmap: Q1 2023
Product Roadmap: Q1 2023
13 min
410
#144 - Holding your customer accountable throug...
Ideally, establish your executive calls 1:1. You’ll avoid deal fatigue and better understand their true priorities.
30 min
411
#143 - Active listening to loosen up your disco...
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
412
#142 - Hall of Fame: Morgan Ingram
We're running it back! Here's one of our all-time favorite episodes on 30MPC.
29 min
413
#141 - Using "client voice" with your prospects...
Use “client voice” to describe common challenges from your customers.
26 min
414
#140 - Building impact and intensifying urgency...
Avoid discovery fatigue with a mix of emotionally intelligent techniques.
27 min
415
#139 - Overcoming mistakes and missed opportuni...
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
416
#138 - Creating and accelerating your emails (K...
Use the 3x3 recap email: List the top 3 takeaways from the meeting, followed by the top 3 next steps.
29 min
417
#137 - Playbook: Cold Calling Playbook Part 2
The cold calling playbook revisited
26 min
418
#136 - The Don't Get Ghosted Playbook
So you got ghosted, what do you do?
32 min
419
#135 - Using social proof tactics in your cold ...
Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations.
24 min
420
#134 - Optimizing for connections and completio...
Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible.
31 min
421
#133 - Building a business case with your champ...
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
422
#132 - Setting the steps of your Mutual Action ...
Map out the key milestones in the deal and customize them for the people who need to be involved.
29 min
423
Product Roadmap: Q4 2022
We like to drop new stuff from time to time. So here's the scoop...
8 min
424
#131 - Selling the 20% (John Barrows, Founder @...
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
425
#130 - Hall of Fame: How to land a killer sales...
Build a top 25 accounts list that meet your criteria on space, prestige, size, etc.
31 min