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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#153 - Part 1: Connecting the dots in your disc...
24 min
427
#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
428
#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
429
#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
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#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
431
#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
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#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
433
#146 - Booking more outbound meetings with slap...
Permission Slap: Ask for permission to give valuable information.
27 min
434
#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
435
Product Roadmap: Q1 2023
Product Roadmap: Q1 2023
13 min
436
#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
437
#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
438
#142 - Hall of Fame: Morgan Ingram
We're running it back! Here's one of our all-time favorite episodes on 30MPC.
29 min
439
#141 - Using "client voice" with your prospects...
Use “client voice” to describe common challenges from your customers.
26 min
440
#140 - Building impact and intensifying urgency...
Avoid discovery fatigue with a mix of emotionally intelligent techniques.
27 min
441
#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
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#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
443
#137 - Playbook: Cold Calling Playbook Part 2
The cold calling playbook revisited
26 min
444
#136 - The Don't Get Ghosted Playbook
So you got ghosted, what do you do?
32 min
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#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
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#134 - Optimizing for connections and completio...
Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible.
31 min
447
#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
448
#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
449
Product Roadmap: Q4 2022
We like to drop new stuff from time to time. So here's the scoop...
8 min
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#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