30 Minutes to President's Club | No-Nonsense Sales
Business & Economics Podcasts
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.
Location:
United States
Description:
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.
Language:
English
Contact:
8328768107
Website:
https://www.30mpc.com/
Email:
seanyuan62@gmail.com
Episodes
213 (Sell) Handling Gatekeepers & Office Drop Ins (Chip Wooten, Motive)
4/30/2024
FOUR ACTIONABLE TAKEAWAYS Find your prospect's birthday and then add them to your calendar to send thoughtful notes If a competitor is faltering run a list report of all their customers and prospect them If doing in-person office visits bring a gift to break the ice and leave a memorable impressions If you missed something on a meeting, don't wait until the next meeting, just give the buyer a call on their mobile phone and ask (don't make it awkward) PATH TO PRESIDENT’S CLUB Senior Mid-Market Account Executive @ Motive Senior Commercial Account Executive @ Motive Commercial Account Executive @ Motive Sales Consultant & Benefits Advisor @ First Mainstreet Account Executive @ Procore Technologies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
Duración:00:30:30
Hall of Fame: Morgan Melo Ep. 130
4/29/2024
FOUR ACTIONABLE TAKEAWAYS Use typically language and stories to gain credibility with your prospect, leading to deeper discovery. Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation. Mirror multithreading in the sales cycle. Bring a VP for a CXO. Bring an SE for a technical buyer. Bring in product for someone cross-functional. Leverage your own senior leaders to story-tell and pull in the people at power during the demo. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Pave Healthcare & Life Science Account Executive @ Carta Client Strategist @ PwC RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
Duración:00:32:35
Lead Playbook Part 2: Mark and Armand on How to Structure Your Interviews to Hire Great Sales Talent
4/25/2024
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Designate specific people to cover very specific topics in the interview process so they can get really good at those core competencies. Leave the generic questions to another company. When you got them hooked, talk them out of it. If you can talk them out of it, they wouldn’t have worked out anyway. Sell early, grill after. Get someone to opt in by selling them on your goals and your mission. Then, gain their respect by grilling the heck out of them. Each step in the process should test for different dimensions of sales and should be handled by different people with that expertise. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
Duración:00:29:00
212 (Sell) Testing Champions and Getting to Power (Maddy Jackson, Webflow)
4/23/2024
FOUR ACTIONABLE TAKEAWAYS If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle Someone liking your offering does not make them an effective champion, ask questions like "Is {title} aware of these conversations?" to test them When trying to get access to power use labelling statements like "I often hear {title} likes to weigh in, is that the same for you?" PATH TO PRESIDENT’S CLUB Account Executive @ Webflow Account Executive @ SafeGraph Account Executive @ Procore Technologies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
Duración:00:29:21
Hall of Fame: Krysten Conner Ep. 137
4/22/2024
FOUR ACTIONABLE TAKEAWAYS Start with a menu of pain: the 3 biggest problems that any given persona can face. Once you align on the problem, ask, “What’s prompting that need?”. You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem). Use individual contributors, like AEs, for inside intel on the organization. Then use their quotes on 1-2 slides when meeting with VP or CXO. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ UserGems Enterprise+ Account Executive @ Outreach Enterprise Accounts, Financial Services @ Tableau Software Strategic Accounts @ PowerSchool RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
Duración:00:30:15
Lead Playbook Part 1: Armand and Mark on What to Look for When Hiring Great Sales Talent
4/18/2024
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
Duración:00:31:50
211 (Sell) Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik)
4/16/2024
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
Duración:00:33:28
Hall of Fame: Charly Johnson Ep. 114
4/15/2024
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
Duración:00:30:42
210 (Lead) Turning Pressure to Productivity for Happier Reps (Adam Ochart, Gong)
4/11/2024
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.
Duración:00:31:21
209 (Sell) Winning Technical Deals by Leveraging Your Entire Company (Shelby Ferson, Databricks)
4/9/2024
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
Duración:00:33:30
Hall of Fame: Stephen Guerguy Ep. 100
4/8/2024
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
Duración:00:32:06
208 (Lead) Why Your SDR Team Should Be Pipe Gen Forecasting (Maya Connet, Clari)
4/4/2024
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Booked meetings over the last 2 quarters times conversion rate = early quarter forecast for SDRs. There's a top-down financial plan and a bottoms-up forecast. Use that to calibrate the SDR team on exactly what they need to attack to hit their number but ensure we don't put pressure on the AE team when they walk into quarters with low coverage. Everyone has to forecast at top of funnel. Marketing, SDR, even the account directors should have top of funnel quotas to meet. All of those roll up into one big bottoms-up forecast that tell you if you're gonna hit your number in three months. How you leave the batter's box matters. Make SDR forecasting easier by getting half of your meetings on the books already. After the third objection, have your SDRs tell the prospect that they’ll reach out again in 30 days and have them send a five minute hold as a reminder. They will enter the next month. PATH TO PRESIDENT’S CLUB VP of Inside Sales @ Clari Global Head of Inside Sides and Revenue Development @ Clari Director of Sales @ Clari Enterprise Sales Director, West @ Clari RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
Duración:00:32:23
207 (Sell) Building Your Own Technical Depth in Sales Demos (Mike Tran, Grammarly)
4/2/2024
FOUR ACTIONABLE TAKEAWAYS If you don’t have enough pain, ask for some documentation prior to the demo. The SE should reaffirm and ADD 15 minutes of discovery on the front end of the call. Link the demo portions specifically back to WHO SAID they had the problem. Give your champion an email sequence to share with people during the PoC. PATH TO PRESIDENT’S CLUB Senior Manager, Sales Engineering @ Grammarly Senior Sales Engineer, Value Realization Lead @ Grammarly Sales Engineer @ Grammarly Solutions Consulting & Customer Insights @ Onera, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
Duración:00:32:30
April Special: The Future of Sales AI ft. Corporate Bro
4/1/2024
ACTIONABLE TAKEAWAYS Do the opposite of every single thing Corporate Bro Says Listen to Corporate Bro on his podcast Demoted Follow Corporate Bro on social: Instagram and YouTube RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
Duración:00:21:46
206 (Lead) Implementing a Concession Approval Matrix & Framework (Ross Shanken, Multiplier)
3/28/2024
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
Duración:00:33:16
205 (Sell) How To Brief Your Exec Before A Sales Call (Caitlin Zylstra, Deel)
3/26/2024
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
Duración:00:32:49
Hall of Fame: Cory Bray Ep. 80
3/25/2024
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
Duración:00:29:52
Product Roadmap: Q2 2024
3/22/2024
Q2 ROADMAP We wrote the book on Cold Calling: Preview the Intro Mr. Miyagi Method: 18 Cold Call Objections & How to Handle Twitter: Follow Armand YouTube: Stay Tuned Tactic Teardowns: Register for Q2 Sessions Kevin “KD” Dorsey Joins the Club: Congratulate KD RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
Duración:00:14:08
204 (Lead) Tactics for Tackling Team Promotions and Behavior Changes (Jonah Mandel, Guesty)
3/21/2024
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Increase the surface area of your luck. Sometimes, getting promoted takes luck. So help out as much as possible in all the places you can. Don’t let a slow burn hurt others. If a rep isn’t ready to be promoted, provide feedback early. Don’t create an environment where a toxic attitude spreads. Test drive managers before promoting. Insert the best candidate in actual situations. Communicate your decision with the team so everyone is on the same page. Make prospecting initiatives universal. If you’re driving your team to outbound — update your hiring profile, team meetings, and dashboards. Make it crystal clear PATH TO PRESIDENT’S CLUB VP of Sales @ Guesty VP of Sales & Customer Success @ Capchase VP of Sales & Partnerships @ Alibaba Group Dir. of Sales @ Alibaba Group RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
Duración:00:31:26
203 (Sell) Blueprint to Establish Business-Level Impact in a POC (Amelia Burke, Databricks)
3/19/2024
FOUR ACTIONABLE TAKEAWAYS When you’re doing a POC, you should be surveying the users and participants in that POC about their experience. If you’re working in a fairly technical sale, don’t shy away from answering technical questions with your depth of understanding, but let the customer know that is your depth of understanding. Use a pre-POC questionnaire to ensure that the champion is the right person to lead the POC. Do a POC kickoff call to set yourself up for success. PATH TO PRESIDENT’S CLUB Enterprise Account Executive, Financial Services @ Databricks Account Executive, Commercial @ Databricks Sr. Account Executive, Mid-Market @ Databricks Sr. Account Executive @ Datafox RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
Duración:00:28:25