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.
501
#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
502
#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
503
#137 - Playbook: Cold Calling Playbook Part 2
The cold calling playbook revisited
26 min
504
#136 - The Don't Get Ghosted Playbook
So you got ghosted, what do you do?
32 min
505
#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
506
#134 - Optimizing for connections and completio...
Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible.
31 min
507
#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
508
#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
509
Product Roadmap: Q4 2022
We like to drop new stuff from time to time. So here's the scoop...
8 min
510
#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
511
#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
512
#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
513
#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
514
#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
515
#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
516
#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
517
#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
518
#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
519
#122 - Managing expansion sales and executive t...
Get ahead of every executive conversation by first prepping with a champion pre-call.
24 min
520
#121 - Architecting the buyer’s journey (Kyle A...
Go into a discovery call with a hypothesis of the problem you can solve.
27 min
521
#120 - Looking for trouble with humbling discla...
Re-anchor to top priorities when dealing with demo "nitpicks"
26 min
522
Product Roadmap: Q3 2022
We like to drop new stuff from time to time. So here's the scoop...
6 min
523
#119 - Taking control of the buying process (La...
You control your buying process, your prospects don't control it.
27 min
524
#118 - Hall of Fame: Sarah Brazier
Leverage up by reaching out to ICs, then getting referrals to the VPs
26 min
525
#117 - Asking the right questions to ensure a s...
Define success criteria before going into a pilot so you don’t waste your time.
27 min