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

October 06, 2025#507 - Creative deal structure that buyers can't resist | Mark Kosoglow
Huge Announcement 👉 Our next course is here: The Sales Management Operating System

Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver.

🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0

Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be.

Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only.

What You Need To Know:

Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip.

This course fixes that.

You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs:

→ The Operating System to build a bulletproof sales process
→ The Operating Rhythm to get every rep performing like your #1
→ The Talent System to hire and ramp reps who actually hit quota

If you don’t have a system, leadership feels like firefighting.

If you do, it becomes your biggest multiplier for revenue and career growth.

Register FREE → https://hubs.li/Q03L52Mc0
---
To celebrate the launch of Mark's new leadership course, please enjoy a throwback to his SECOND EVER episode on 30MPC from all the way in 2023.

Four Actionable Takeaways:
B2C Mall Sales Hustle: Show them what their world looks like with your product RIGHT NOW.

When they prompt a creative deal term, say yes first, but then ask: “Does that mean you’ll buy now?” If not, keep digging.

Good creative deals lose in the short term but win in the long term. You might take the buyout hit today, but that’s ok if you keep the customer for 3 years.

When a customer asks for new product guarantees in a contract, ask: “Is what you want to be built really preventing you from achieving the result that you want?”

30MPC Training: 30mpc.com/training
32 min
October 02, 2025 #506 - How To Lead Sales Trainings (That Don’t Put Your Reps to Sleep)
Huge Announcement 👉 Our next course is here: The Sales Management Operating System

Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver.

🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0

Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be.

Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only.

What You Need To Know:

Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip.

This course fixes that.

You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs:

→ The Operating System to build a bulletproof sales process
→ The Operating Rhythm to get every rep performing like your #1
→ The Talent System to hire and ramp reps who actually hit quota

If you don’t have a system, leadership feels like firefighting.

If you do, it becomes your biggest multiplier for revenue and career growth.

Register FREE → https://hubs.li/Q03L52Mc0
---
Sales training that doesn't suck is rare—but it doesn't have to be. In this module, you'll learn how to design a sales training program that actually drives behavior change and delivers results. We break down the difference between training and coaching, how to reinforce skills using your existing rhythms, and how to track if your sales training is actually working.
You'll learn how to avoid the trap of 48-hour death-by-PowerPoint kickoffs, and instead create training that reps engage with, remember, and use. We cover the sales enablement matrix, cognitive load, and how to build mastery-level programs that fit your quarter without overwhelming your team.
Whether you're a VP of Sales, frontline manager, or enablement pro—this video will give you the blueprint for training that transforms performance.
→ Learn the coaching rhythms that drive rep accountability
→ Discover how to dose enablement without overload
→ Build documentation that makes you a legendary leader
How to Train Your Reps to President’s Club: https://www.30mpc.com/blog/how-to-train-your-reps-to-presidents-club

30MPC Training: 30mpc.com/training
21 min
September 30, 2025 #505 - The Most Confusing Objection in Sales
Huge Announcement 👉 Our next course is here: The Sales Management Operating System

Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver.

🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0

Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be.

Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only.

What You Need To Know:

Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip.

This course fixes that.

You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs:

→ The Operating System to build a bulletproof sales process
→ The Operating Rhythm to get every rep performing like your #1
→ The Talent System to hire and ramp reps who actually hit quota

If you don’t have a system, leadership feels like firefighting.

If you do, it becomes your biggest multiplier for revenue and career growth.

Register FREE → https://hubs.li/Q03L52Mc0
---
The most confusing objection in cold calling isn’t loud — it’s subtle, sneaky, and deadly to your deal. If you’ve ever had a prospect say “we already have something for that,” but it turns out they don’t… this is for you. In this video, I break down the exact 3-step framework I use to handle confusing objections like a pro — without pitching too soon or losing control of the call. You'll learn how to agree, ask the right trap question, and sell the test drive — turning confusion into clarity. I also share real talk tracks and breakdowns from my time leading teams at Pave, where this objection came up every single day. If you're in sales, you must know how to handle this.
🎯 Download 18+ sales objection scripts: https://tactics.30mpc.com/18-cold-call-objections-and-how-to-handle-them
💬 Comment your worst objection experience below
🔥 Like & Subscribe for weekly cold call breakdowns
30MPC Training: 30mpc.com/training
#confusingobjection#coldcalling#salesobjections#objectionhandling#salesstrategy#coldcalltips#salestraining#overcomingobjections#coldcallobjection#salescallbreakdown#bookmoremeetings#salesframework#b2bsales#salespsychology#coldcallobjectionhandling
14 min
September 29, 2025#504 - Directing your sales process like a movie | Mark Kosoglow
Huge Announcement 👉 Our next course is here: The Sales Management Operating System

Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver.

🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0

Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be.

Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only.

What You Need To Know:

Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip.

This course fixes that.

You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs:

→ The Operating System to build a bulletproof sales process
→ The Operating Rhythm to get every rep performing like your #1
→ The Talent System to hire and ramp reps who actually hit quota

If you don’t have a system, leadership feels like firefighting.

If you do, it becomes your biggest multiplier for revenue and career growth.

Register FREE → https://hubs.li/Q03L52Mc0
---
To celebrate the launch of Mark's new leadership course, please enjoy a throwback to his FIRST EVER episode from May 2021.

Four Actionable Takeaways:
Send a quick video after a big team demo instead of the 17 page deck.

Mark-up your case study with key takeaways before sending to the prospect.

Pain Statement: Despite A we can’t do X which means we don’t get Y as measured by Z.

Avoid the massive 8 person exec demo and opt to multi-thread instead.

30MPC Training: 30mpc.com/training
31 min
September 26, 2025 #503 - After Closing $250M in Deals, I Found a Faster Way to Sell
Huge Announcement 👉 Our next course is here: The Sales Management Operating System

Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver.

🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0

Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be.

Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only.

What You Need To Know:

Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip.

This course fixes that.

You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs:

→ The Operating System to build a bulletproof sales process
→ The Operating Rhythm to get every rep performing like your #1
→ The Talent System to hire and ramp reps who actually hit quota

If you don’t have a system, leadership feels like firefighting.

If you do, it becomes your biggest multiplier for revenue and career growth.

Register FREE → https://hubs.li/Q03L52Mc0
---
What if you could plug into the same sales system that helped scale from $0 to $250M ARR? In this video, I reveal the $250M ARR Operating System — a proven, stage-based framework to close deals faster, shorten sales cycles, and turn your team into a revenue machine.
Most sales teams run meetings. Elite teams drive decisions. This framework flips the traditional sales process on its head — from "demo, proposal, close" to a strategic, decision-based system that accelerates buying.
You'll learn:
✅ Why meeting-based sales processes fail
✅ The 5 core sales stages behind $250M in closed revenue
✅ How to reduce calls, compress time, and forecast accurately
✅ A framework your reps will actually follow
Whether you're a founder, sales leader, or rep — this system is battle-tested and built to scale.
📥 Get the free sales stage template here → https://www.30mpc.com/blog/the-250m-arr-5-stage-sales-process
📈 Subscribe for more sales frameworks that actually close deals.
🏋30MPC Training: 30mpc.com/training
38 min
September 23, 2025#502 - Software Demo Secrets That Instantly Close Deals
Struggling to move deals forward after group demos? In this video, sales expert Nick Cegelski reveals a proven software demo process that keeps prospects engaged and drives real buying conversations. Discover what elite sellers do before and after a demo to build trust, personalize the experience, and win over every key stakeholder.

You’ll learn why cold demos fail, how to warm up the room with pre-calls, and how post-demo follow-up can unlock true multithreading. Whether you're in SaaS sales, B2B tech, or enterprise deals, these software demo tips will help you close faster and more consistently. Perfect for AEs, SDRs, and anyone leading complex sales cycles.

Stop winging your demos. Start winning them.

🎙️ ACTIONABLE TAKEAWAYS:
Call attendees before the demo – Don’t walk into a cold room. Reach out 1:1 to every person on the invite list to get their agenda and run mini discovery.

Build personal connections – Use those pre-demo calls to create rapport and uncover hot-button issues you’d never get in a big group setting.

Get immediate post-demo feedback – Call your champion and key stakeholders right after the demo to capture real reactions and uncover next steps while it’s fresh.

Follow up individually, not just with a group recap – Send a tailored 1:1 follow-up email to each stakeholder to spark deeper conversations, create new champions, and drive true multithreading.

More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

RESOURCES DISCUSSED:
Join our weekly newsletter

Things you can steal

Save $50 on any 30MPC course with code “PODCAST”

Free Sales Templates, Scripts and Guides

30MPC Training: 30mpc.com/training
10 min
September 22, 2025 huge announcement
Huge Announcement 👉 Our next course is here: The Sales Management Operating System
🎟️ https://www.30mpc.com/episodes/the-sales-management-operating-system
Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver.
Pre-Order Discount: If you sign up for the event, you’ll get early access and the lowest price this course will ever be.
Exclusive Playbook: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only.
🎟️ https://www.30mpc.com/episodes/the-sales-management-operating-system
What you need to know:
Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip.
This course fixes that. You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 → $250M ARR and coach 8 managers into VPs:
→The Operating System to build a bulletproof sales process
→ The Operating Rhythm to get every rep performing like your #1
→ The Talent System to hire and ramp reps who actually hit quota
If you don’t have a system, leadership feels like firefighting.
If you do, it becomes your biggest multiplier for revenue and career growth.
Learn More: https://www.30mpc.com/course/leadership-course

🏋 30MPC Training: 30mpc.com/training
6 min
September 18, 2025#501 - We Already Have A Vendor for that Objection
Learn how to expose weaknesses in your competitor’s solution, position your product as the smarter choice, and win more meetings on cold calls.

🎙️ ACTIONABLE TAKEAWAYS:
Expose the competitor’s gap: Highlight the pain points your prospect might not have noticed in their current solution to create urgency.

Leverage social proof: Use customer stories where others switched from a competitor to validate your claims without sounding pushy.

Reframe the ask: Instead of forcing a hard sell, invite prospects to simply “take a look” at what’s out there—low pressure, high impact.

Balance empathy with confidence: Acknowledge that they might not switch today, but confidently plant the seed that your solution solves a problem their current vendor doesn’t.
More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

RESOURCES DISCUSSED:
18 Cold Call Objections

Join our weekly newsletter

Things you can steal

Save $50 on any 30MPC course with code “PODCAST”

Free Sales Templates, Scripts and Guides

30MPC Training: 30mpc.com/training
20 min
September 16, 2025#500 - Inside a 4 Billion Dollar Company Using AI to Supercharge Sales | w/ Stevie Case
Stevie Case breaks down how she’s building one of the most advanced outbound sales machines in SaaS—balancing AI-driven efficiency with human-first selling to achieve conversion rates that beat inbound.

🎙️ ACTIONABLE TAKEAWAYS:
Reverse-engineer ICP using AI and enrichment to find signals and stack-rank leads

Keep outreach human-first by using AI for prep but letting reps drive conversations

Build feedback loops with AI scoring while managers set coaching standards

Continuously refine by feeding win/loss data back into the prospecting engine
More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

STEVE’S PATH TO PRESIDENT’S CLUB:
CRO @ Vanta

Vice President of Sales @ Twilio

Vice President of Sales and Growth @ Layer
RESOURCES DISCUSSED:
Jason Bay’s Cold Email ChatGPT Prompts

Join our weekly newsletter

Things you can steal

Save $50 on any 30MPC course with code “PODCAST”

Free Sales Templates, Scripts and Guides

30MPC Training: 30mpc.com/training
42 min
September 11, 2025#499 - 7 Tactical Ways to Close Your Deals Faster (Without Being Pushy)
Time kills all deals—but it doesn’t have to. In this episode, you’ll learn 7 tactical plays you can use right now to compress your sales cycle, keep momentum high, and close deals faster without being pushy.

🎙️ ACTIONABLE TAKEAWAYS:
Always anchor next steps immediately after a meeting—sooner than they expect—to keep deals moving.

Work multiple steps in parallel instead of waiting on a slow, linear process.

Build trust early by calling demo attendees ahead of time for mini-discovery and alignment.

Use creative momentum-builders (mini-demos, exec-to-exec notes, timeline tests) to remove dead time and accelerate decisions.
More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

RESOURCES DISCUSSED:
Join our weekly newsletter

Things you can steal

Save $50 on any 30MPC course with code “PODCAST”

Free Sales Templates, Scripts and Guides

30MPC Training: 30mpc.com/training
16 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.