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-hosts Jen Allen-Knuth (ex-Challenger, ex-Lavender) and 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.
151
Hall of Fame: Joe Caprio Ep. 35
We're running it back! Here's one of our all-time favorite episodes on 30MPC.
30 min
152
134 (Sell): Part 1: Connecting the dots in your...
24 min
153
133 (Sell): Identifying the difference between ...
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
154
132 (Sell): Controlling the sales process in th...
Keep your buyer’s best interest in mind when driving the timeline. Don’t drive it using your quota or discount.
26 min
155
131 (Sell): Plan your attack, then attack your ...
Don’t stay single-threaded in accounts. Just because you booked a meeting doesn't mean you shouldn’t keep prospecting.
36 min
156
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
157
130 (Sell): Asking questions that get your buye...
Use typically language and stories to gain credibility with your prospect, leading to deeper discovery.
29 min
158
129 (Sell): Using pushes to handle objections (...
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
159
128 (Sell): Booking more outbound meetings with...
Permission Slap: Ask for permission to give valuable information.
27 min
160
127 (Sell): 6 Ways to Get Coal in Your Stocking...
Prospect the right people: 80% of your prospecting time should be spent contacting folks ABOVE the power line.
21 min
161
Product Roadmap: Q1 2023
Product Roadmap: Q1 2023
13 min
162
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
163
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
164
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
165
124 (Sell): Using "client voice" with your pros...
Use “client voice” to describe common challenges from your customers.
26 min
166
123 (Sell): Building impact and intensifying ur...
Avoid discovery fatigue with a mix of emotionally intelligent techniques.
27 min
167
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
168
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
169
Playbook: Cold Calling Playbook Part 2
The cold calling playbook revisited
26 min
170
120 (Sell): The Don't Get Ghosted Playbook
So you got ghosted, what do you do?
32 min
171
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
172
118 (Sell): Optimizing for connections and comp...
Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible.
31 min
173
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
174
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
175
Product Roadmap: Q4 2022
We like to drop new stuff from time to time. So here's the scoop...
8 min