30 Minutes to President's Club | No-Nonsense Sales  By  cover art

30 Minutes to President's Club | No-Nonsense Sales

By: Nick Cegelski & Armand Farrokh
  • Summary

  • 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.
    © 2023 30 Minutes to President's Club | No-Nonsense Sales
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Episodes
  • 206 (Lead) Implementing a Concession Approval Matrix & Framework (Ross Shanken, Multiplier)
    Mar 28 2024
    FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Effective Monday Team Meetings. Add an element of fun to your Monday meetings. Follow the framework: Connect, Learn, Communicate, and Prioritize. Tuning Your Discount Matrix. Look at your current avg. discount, then make the matrix a bit better. Get a little incremental revenue out of improving discounting. The multi-Year Deal Grid. Show where a customer’s cost might change as they grow / shrink. But don’t pre-agree to growth. Speedy Meetings Are Better Meetings. Consider starting all of your meetings at the :05 mark to avoid perpetual call delays and unfocused discussions. PATH TO PRESIDENT’S CLUB VP of Sales @ Multiplier Limited Partner @ GTMfund Head of Sales, New Products @ Lattice Director of Sales, Strategic & Corporate @ Lattice RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
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    33 mins
  • 205 (Sell) How To Brief Your Exec Before A Sales Call (Caitlin Zylstra, Deel)
    Mar 26 2024
    Caitlin’s Checklist to Brief Your Execs Before Calls: www.30mpc.com/newsletter/checklist-to-brief-your-execs-before-sales-calls FOUR ACTIONABLE TAKEAWAYS Explain things in your customer’s language. Adapt data and demos to how the customer works and thinks. Involve your champion in every customer touchpoint because they will help share context and help be your co-quarterback for the deal. Ask your buyer to correct you. When you get to the point of the sale where you’re walking through next steps for evaluation, be ok with being corrected. Go beyond the basics when an internal call partner joins your meeting. Ask questions specific to them - their business challenges, or what does success look like for them. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Deel Enterprise Revenue Director @ Clari Mid-Market Revenue Director @ Clari Commercial Revenue Director @ Clari RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
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    33 mins
  • Hall of Fame: Cory Bray Ep. 80
    Mar 25 2024
    FOUR ACTIONABLE TAKEAWAYS: Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions. Avoid open-ended q’s, instead use “typically” or “usually” language to demonstrate credibility. Keep your demo’s interactive by asking the prospect what jumps out to them right away. Start your demo’s with the exciting outcomes and work backwards to reality (integrations, permissions) COREY'S PATH TO PRESIDENT'S CLUB: Co-Founder @ CoachCRM Co-Founder & Board Member @ ClozeLoop Co-Author of The Sales Enablement Playbook, Sales Development, and Sales Playbooks: The Builder's Toolkit Head of Sales @ Ravel Law RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
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    30 mins

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