30 Minutes to President's Club | No-Nonsense Sales 30MPC
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- Business
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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.
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Lead Playbook: Armand and Mark on What to Look for When Hiring Great Sales Talent
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Name and define your competencies
Be extremely intentional about how you are going to interview those competencies. Get into the nitty gritty about how you are going to assess for work ethic.
Test for traits like IQ, EQ, coachability, and work ethic earlier in the process as they are the hardest to teach. Industry domain expertise and even skills like prospecting are much easier to teach.
Match sales cycle and sales environment. Don’t put an SMB rep into an enterprise role and don’t put an Oracle rep into the first sales hire role at a startup.
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
211 (Sell) Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik)
FOUR ACTIONABLE TAKEAWAYS
Break into prospects when they are speaking at conferences. If you see somebody from the really-tough-to-break-into account speaking at a conference, go to their talk and sit in that talk. At the end, introduce yourself to the speaker and make a point of connection with them.
Avoid name-dropping obscure customers. When you are prospecting into more sensitive industries, don't name-drop non-publicly referenceable customers.
Your goal is to get into the talk-to folder. You want to be in that folder so that they know who to contact when something bad happens.
Think creatively with your outreach. We are not just limited to emails and phone calls and DMs. Be present where they're coming together.
PATH TO PRESIDENT’S CLUB
Strategic Enterprise Sales @ Rubrick, Inc.
Strategic Enterprise Sales @ People.ai
Enterprise Sales @ App Dynamics
Enterprise Sales @ Xactly Corp
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
Hall of Fame: Charly Johnson Ep. 114
FOUR ACTIONABLE TAKEAWAYS
Start your email with research personalization to stand out in the inbox (vs generic greeting).
Quote the prospect/company directly by researching where the company is investing its money (e.g. in job postings, funding announcements).
Use a more humanized approach when prospecting. Sharing something you both have in common in the P.S. is a great place to add a human touch.
Reach out to your prospect immediately after they engage with your content - no need to wait for the next sequence step.
PATH TO PRESIDENT’S CLUB
Senior Account Executive @ Salesloft
Team Lead, Sales Development @ Integrate
SDR @ Akkroo, an Integrate company
Enterprise SDR @ PatSnap
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
210 (Lead) Turning Pressure to Productivity for Happier Reps (Adam Ochart, Gong)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
The best reps never ask the same question twice.
Turn pressure to productivity. Our job as leaders isn’t to pass pressure; it’s to use pressure to get more out of our reps.
Ask your reps, “I look forward to seeing how you answer that question.”
Listen early, join late. Pre-prep and game planning will save you some time in the long run.
PATH TO PRESIDENT’S CLUB
Manager, Commercial Sales @ Gong
Mid-Market Account Executive @ Gong
Senior Commercial Account Executive @ Gong
Commercial Account Executive @ Gong
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Want more Gong x 30MPC Content? Check out the Masterclass we filmed. -
209 (Sell) Winning Technical Deals by Leveraging Your Entire Company (Shelby Ferson, Databricks)
FOUR ACTIONABLE TAKEAWAYS
To learn about what’s going on in other parts of your organization, get on the email alias distribution lists.
Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal.
To determine the next steps and what’s important to a buyer, ask, “Say you’re evaluating a few technologies, and they’re similar. What are the things that make you pick one over the other?”
When dealing with technical buyers, always under promise so you don't lose credibility.
PATH TO PRESIDENT’S CLUB
Named Account Manager - Digital Natives UK @ Databricks
Named Account Manager - Digital Natives @ Databricks
Snr Manager, Commercial Sales, ANZ @ Databricks
Enterprise Account Executive @ Databricks
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
Hall of Fame: Stephen Guerguy Ep. 100
FOUR ACTIONABLE TAKEAWAYS
Challenge your prospect on fit early and often to test buy-in.
Set landmines for competitors during the requirement-gathering phase.
Require an exec-level bridge with your CEO instead of spending hours on an RFP.
Use carrots to drive close when internal compelling events are lacking.
PATH TO PRESIDENT’S CLUB
Head of Strategic Accounts @ Monte Carlo
Enterprise Sales Leader @ Monte Carlo
Former Enterprise Sales @ Segment (acquired by Twilio)
Former Commercial Sales / Founding AE @ WePay (acquired by JP Morgan Chase)
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Customer Reviews
Tons of wisdom for new & seasoned Reps alike!
I was introduced to this podcast with ep 182 while I was prepping for an interview and found it so insightful now it’s part of my week to listen to a few episodes & share any insights with my team. The hosts, obviously being salespeople, are naturally great at leading the conversations and letting each guest shine. I love the lead-in prompts, ‘what would you do or not do’
P.S. The episodes with Morgan Melo and Jen Allen-Knuth episodes are must-listens!
All the training I’m getting (and need) after moving to sales
I went from a management role on the support side of the org, to a AM role 6 months ago. I spent the first 3 bewildered by my complete lack of success (I thought my work ethic could carry me, boy was I wrong) and the second 3 months “studying” sales with TMPC. My morale would be in a very different place if it wasn’t for this pod and all the associated resources.
Can’t get past the voices.
The uptalk. The jargon. Admittedly only tried one. Maybe I’m cranky.