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 a seller listening to the (SELL) show or leader tuning into the (LEAD) show…
Get ready, you're going to President's Club.
476
#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
477
#142 - Hall of Fame: Morgan Ingram
We're running it back! Here's one of our all-time favorite episodes on 30MPC.
29 min
478
#141 - Using "client voice" with your prospects...
Use “client voice” to describe common challenges from your customers.
26 min
479
#140 - Building impact and intensifying urgency...
Avoid discovery fatigue with a mix of emotionally intelligent techniques.
27 min
480
#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
481
#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
482
#137 - Playbook: Cold Calling Playbook Part 2
The cold calling playbook revisited
26 min
483
#136 - The Don't Get Ghosted Playbook
So you got ghosted, what do you do?
32 min
484
#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
485
#134 - Optimizing for connections and completio...
Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible.
31 min
486
#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
487
#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
488
Product Roadmap: Q4 2022
We like to drop new stuff from time to time. So here's the scoop...
8 min
489
#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
490
#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
491
#129 - Prospecting with a proper human touch (C...
Start your email with research personalization to stand out in the inbox (vs generic greeting).
27 min
492
#128 - Storytelling to show prospects you can s...
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
493
#127 - Uncovering the buying process with your ...
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
494
#126 - Creating close plans for every step of t...
Use a customer-facing close plan to map out the key steps (power, security, legal) in your sales cycle.
26 min
495
#125 - Playbook: Everything prospecting that is...
If you want to break through the noise, here are some unique tools to add to your prospecting toolkit.
33 min
496
#124 - Leveling with your buyer and setting cle...
Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect.
29 min
497
#123 - Prospecting into your customer's new com...
Leverage team selling to stay multithreaded in an account instead of restarting a sales cycle when you lose a champion.
27 min
498
#122 - Managing expansion sales and executive t...
Get ahead of every executive conversation by first prepping with a champion pre-call.
24 min
499
#121 - Architecting the buyer’s journey (Kyle A...
Go into a discovery call with a hypothesis of the problem you can solve.
27 min
500
#120 - Looking for trouble with humbling discla...
Re-anchor to top priorities when dealing with demo "nitpicks"
26 min