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

By Armand Farrokh & Nick CegelskiBusiness Careers Management

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

January 06 #536 - Cold Email Showdown: Rookie Sales Rep vs 10-Year Director
We put Evan Greek (Commercial AE at Gong) and Florin Tatulea (Head of Sales Development at Common Room) in a cold email cage match: 10 minutes per round, weird prompts, and you have to write something that would actually get a reply. Jason Bay (CEO at Outbound Squad) judges based on [The Reply Method](https://www.30mpc.com/course/cold-email-course) framework.
Evan and Florin show how they use AI in real time to research accounts and draft highly personalized emails in minutes (not hours), then do the human edits for finishing touches.

These Courses Will Get You to President’s Club
🏋 30MPC Training: 30mpc.com/training
👥 Leadership Course: https://bit.ly/4o8KtMT
📧 Cold Email Course: http://bit.ly/44K6jy3
☎️ Cold Call Course: https://bit.ly/4jqQ4w2
🔮 Discovery Course: https://bit.ly/4cQYaM8
🛠️ Free Toolkits: http://bit.ly/4nZwvO5
Get More Tactics
Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
Things you can steal and use today – https://linktr.ee/30mpc_youtube
3 min
December 30, 2025 #535 - He Sold A $30M Deal With One Page
In this episode, Nate Nasralla breaks down the one-page business case framework he used to help close a $30M enterprise deal and multiple seven-figure contracts. He walks through how to structure a one-page document that aligns executives, arms champions to sell internally, exposes deal gaps early, and drives consensus in complex buying groups. Using a real-world IKEA example, Nate shows how to translate problems into executive language, quantify outcomes, and position investment so deals actually move forward.
These Courses Will Get You to President’s Club
🏋 30MPC Training: 30mpc.com/training
👥 Leadership Course: https://bit.ly/4o8KtMT
📧 Cold Email Course: http://bit.ly/44K6jy3
☎️ Cold Call Course: https://bit.ly/4jqQ4w2
🔮 Discovery Course: https://bit.ly/4cQYaM8🛠️
Free Toolkits: http://bit.ly/4nZwvO5
Get More Tactics
Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
Things you can steal and use today – https://linktr.ee/30mpc_youtube
15 min
December 23, 2025 #534 - #1 Sales Rep Runs The Exact Demo That Got Him Promoted 8x
In this episode, Adam Ochart, #1 sales rep from Gong breaks down the exact demo framework that helped him earn 8 promotions, consistently win enterprise deals, and maintain a 30%+ win rate. He walks through how to prep demos, align with buyers before clicking anything, run discovery during the demo, and frame every feature using a why-before-what approach so prospects experience a true “test drive.” This is a tactical, repeatable demo playbook for sellers who want higher conversion rates and faster promotions.

These Courses Will Get You to President’s Club
🏋 30MPC Training: 30mpc.com/training
👥 Leadership Course: https://bit.ly/4o8KtMT
📧 Cold Email Course: http://bit.ly/44K6jy3
☎️ Cold Call Course: https://bit.ly/4jqQ4w2
🔮 Discovery Course: https://bit.ly/4cQYaM8
🛠️ Free Toolkits: http://bit.ly/4nZwvO5

Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
Things you can steal and use today – https://linktr.ee/30mpc_youtube
Get More Tactics
2 min
December 18, 2025#533 - How to Build a Team That Thrives on 700 Cold Calls a Week | Melanie Smith
Melanie Smith, Head of Sales Development at Nooks, breaks down the exact systems, metrics, and coaching frameworks she uses to run one of the highest-performing SDR teams in outbound. In this episode, she shares KPI structures, call-block strategy, cold-call skill development, and how leaders can scale connect rates, conversation rates, and meeting production without burning out their reps.

🎙️ ACTIONABLE TAKEAWAYS:
Weekly SDR readouts: Reps review KPIs and explain every meeting they booked to surface repeatable plays.

Use AI for call pattern analysis: Analyze winning call transcripts to find coaching themes and enablement topics.

Own rep career paths: Align with other departments and give SDRs projects that build promotion-ready skills.

One thing — Call for Intel & Intros: Run an “I&I” block where reps call below-the-line users to gather insights and get warm introductions.

MELANIE’S PATH TO PRESIDENT’S CLUB:
Scaled team from 10→50 @ Klue, then 4→33 @ Nooks in 18 months

Top 2 performer @ Klue during 1.5-year tenure before moving into SDR leadership

These Courses Will Get You to President’s Club
🏋 30MPC Training: 30mpc.com/training
👥 Leadership Course: https://bit.ly/4o8KtMT
📧 Cold Email Course: http://bit.ly/44K6jy3
☎️ Cold Call Course: https://bit.ly/4jqQ4w2
🔮 Discovery Course: https://bit.ly/4cQYaM8
🛠️ Free Toolkits: http://bit.ly/4nZwvO5

Get More Tactics
Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
Things you can steal and use today – https://linktr.ee/30mpc_youtube
35 min
December 16, 2025 #532 - Santa Unwraps 12 Sales Tactics You NEED to Master in 2026
In this special holiday episode, Santa and his elf break down the 12 most impactful sales tactics of 2025, covering negotiation, discovery, cold calling, prospecting, leadership, demo strategy, hiring, business cases, team management, and more. Each tactic is pulled from interviews with top 1% sellers and elite sales leaders, giving reps a fast, practical, and highly actionable playbook to win deals, build pipeline, lead teams, and hit President’s Club in 2026.

These Courses Will Get You to President’s Club
🏋 30MPC Training: 30mpc.com/training 👥 Leadership Course: https://bit.ly/4o8KtMT📧 Cold Email Course: http://bit.ly/44K6jy3☎️ Cold Call Course: https://bit.ly/4jqQ4w2🔮 Discovery Course: https://bit.ly/4cQYaM8🛠️ Free Toolkits: http://bit.ly/4nZwvO5
Get More Tactics
Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
Things you can steal and use today – https://linktr.ee/30mpc_youtube
37 min
December 11, 2025#531 - How to Scale Personalized Prospecting with Video (Even in SMB)
Discover how Vidyard’s #1 AE, Mike D'Aloisio, uses video to humanize every stage of the sales cycle — from first touch to pricing delivery to re-engagement when prospects ghost. In this 30MPC sell interview, learn how to tailor videos to personas, boost meeting show rates, eliminate the “game of telephone” in proposals, and creatively reignite stalled deals using short, high-impact videos that stand out inside crowded inboxes.

🎙️ Actionable Takeaways:
Prospecting video formula: <45s → Who you are, why you’re reaching out, value + CTA.

Send meeting confirmation videos day-of to humanize yourself and reduce no-shows.

Use video for case studies & pricing so your message lands directly with decision makers — not lost via champions.

When ghosted, use creativity (even humor/spinning in a chair) to reignite the spark and restart conversations.
These Courses Will Get You to President’s Club
🏋 30MPC Training: 30mpc.com/training
👥 Leadership Course: https://bit.ly/4o8KtMT
📧 Cold Email Course: http://bit.ly/44K6jy3
☎️ Cold Call Course: https://bit.ly/4jqQ4w2
🔮 Discovery Course: https://bit.ly/4cQYaM8
🛠️ Free Toolkits: http://bit.ly/4nZwvO5

Get More Tactics
Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
Things you can steal and use today – https://linktr.ee/30mpc_youtube
26 min
December 09, 2025 #530 - Negotiation Masterclass: Your Sales Commission Savior
December deals are different.
Negotiations drag. Legal stalls. Procurement kicks it to January. And your EOQ slips away.
In this Masterclass, Todd Caponi joins Nick and Armand to share strategies from his new book, Four Levers Negotiating. He’ll show you how to flip the script and close what’s left on the table — before the ball drops.
Todd is the founder of Sales Melon, the host of The Sales History Podcast, and an author of award-winning business books. He’s also a C-Level sales leader, and he knows what he’s talking about.
You’ll learn how to win negotiations the moment pricing enters the conversation, use give-get momentum to cut deal times in half, and blast through legal, security, and procurement reviews that usually stall you until Q1.
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Buy 'Four Levers Negotiating' here: https://www.simonandschuster.com/books/Four-Levers-Negotiating/Todd-Caponi/9781637748404
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Use Code HOLIDAY50 for $50 off any course (expires at midnight on 12/25): https://www.30mpc.com/courses
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🏋 30MPC Training: 30mpc.com/training
👥 Leadership Course: https://bit.ly/4o8KtMT
📧 Cold Email Course: http://bit.ly/44K6jy3
☎️ Cold Call Course: https://bit.ly/4jqQ4w2
🔮 Discovery Course: https://bit.ly/4cQYaM8
🛠️ Free Toolkits: http://bit.ly/4nZwvO5
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RESOURCES DISCUSSED:
Join our weekly newsletter - https://hubs.li/Q02NJQ8p0
Things you can steal - https://linktr.ee/30mpc_youtube
41 min
December 04, 2025 #529 - How to Win Enterprise Deals with Compelling Events (Not Volume) | Luke Floyd
Luke’s CE Hypothesis Template
Luke Floyd breaks down how he stopped “spraying and praying” and started winning large enterprise deals by tracking where urgency already exists. Instead of chasing logos or building volume-based cadences, he prioritizes the 20 accounts most likely to face a compelling event, builds horizontal plays that don’t sound generic, and positions himself “on the bench” before the need arises. Learn how to filter your territory like an investor, predict where opportunity will occur, and become the first call when timing hits. If you want to generate pipeline without brute-force activity—and win larger deals faster—this is the framework.

These Courses Will Get You to President’s Club
🏋 30MPC Training: 30mpc.com/training
👥 Leadership Course: https://bit.ly/4o8KtMT
📧 Cold Email Course: http://bit.ly/44K6jy3
☎️ Cold Call Course: https://bit.ly/4jqQ4w2
🔮 Discovery Course: https://bit.ly/4cQYaM8
🛠️ Free Toolkits: http://bit.ly/4nZwvO5
Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
Things you can steal and use today – https://linktr.ee/30mpc_youtube
Get More Tactics
38 min
December 02, 2025 #528 - Live Cold Calls: How Many Meetings Can The #1 Sales Trainer Book?
Jason hits the phones to prospect into sales and enablement leaders, sharing his live approach between each call.
With a 30% connect rate (thanks to Titan X) and 11% conversion, you'll see how Jason handles objections, switches messaging mid-call, and learns in real time.
Think cold calling is hard?
Try doing it live for 90 minutes, under studio lights, in a room with no AC, with a crowd listening to every single word you say.
That’s what the #1 outbound sales trainer, Jason Bay, did to prove he can do more than *teach* cold calling — he can actually get on the phones and *do* it himself.
We rolled the cameras, loaded a list of exclusively executive level prospects he’d never met, and let the chaos unfold.
You’ll hear how he structures his cold calls, adjusts messaging on the fly, and reflects on what could be improved after each conversation. Includes practical takeaways for improving connect rates, objection handling, and setting meetings with senior buyers.
✅ Get the Outbound Bundle (scripts + cold email guide): https://www.30mpc.com/course/cold-email-course
🎯 Start a TitanX pilot and we'll match your credits up to 5,000: https://titanx.io/?fpr=30mpc
🏋 30MPC Training: 30mpc.com/training
⏱️ VIDEO CHAPTERS
00:11 – Cold Call Strategy & Setup Explained
03:00 – Handling “No” on a Permission-Based Opener
04:15 – Personalization Tip: Use Preferred Names
10:44 – How to Leave a Value-Driven Voicemail
14:12 – Reusing Research for Multiple Contacts
17:10 – Testing the “Heard Our Name Tossed Around” Opener
18:00 – Why You Should Always Leave Voicemails
22:27 – How I Booked the Meeting: Breakdown & Key Moves
23:00 – Turning Objections Into Value Hooks
24:00 – Confirming Calendar Invites to Prevent No-Shows
26:30 – Stats Recap: 30% Connect Rate, 11% Conversion
27:10 – What I’d Do Differently Next Time
28:00 – Final Sales Tips + Resource Links
34 min
November 27, 2025 #527 - The Sales Process Elite Reps Use (And You Don’t)
Get the full playbook (60 minute video masterclass) 100% free right here: https://www.pipedrive.com/en/30mpc-masterclass
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Deal velocity is a huge driver of win rates, which is why Armand and I partnered with the easy and effective CRM, Pipedrive, to film a 60 minute video masterclass that covers all of the different ways that you can drive velocity in each individual stage of your sales process.
Literally, from opening call all the way to contract review, we documented our favorite tactics in this Pipedrive and 30MPC masterclass, which you can get for free right here: https://www.pipedrive.com/en/30mpc-masterclass
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Most reps think progress = meetings. Discovery, demo, proposal…❌
In this video, we break down why traditional sales stages like "Discovery → Demo → Power" are actually slowing your deals down — and what top AEs do instead to accelerate pipeline velocity.
Learn the stage-based mindset, how to combine exit criteria, and stop wasting time with meetings that don't move the deal forward.
✅ You'll walk away knowing:
* The 5 critical sales stages — and what *actually* matters in each
* Why meeting ≠ progress (and what to track instead)
* How to combine sales stages to close faster

🏋 30MPC Training: 30mpc.com/training
22 min

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

From the publisher's feed

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.