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

September 09, 2025#498 - My Honest Career Advice for Aspiring Tech Sales Reps
Nick Cegelski and Armand Farrokh tackle the biggest sales career questions—from landing your first SDR role to earning promotions, breaking into SaaS, and accelerating your path to President’s Club.

🎙️ ACTIONABLE TAKEAWAYS:
Stand out in interviews by skipping “spray and pray” applications—network with reps, cold email leaders, and show you can sell your way into the process.

Know when to stay or move on by evaluating the “four pillars”: learning, earning, growing, and connection. If only two are strong, it’s time to leave.

Avoid career-stalling habits like job-hopping for small pay bumps or choosing companies with poor growth. Prioritize strong leadership and investor backing.

Accelerate your career trajectory by shadowing top performers, over-indexing on work ethic early, and self-educating on both sales skills and your target industry.
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:
The Ultimate Cold Callign Framework

Minimum Viable Discovery Framework

Smart Money Venture Capital

How to Cut Your Sales Cycle in Half

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Things you can steal

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

Free Sales Templates, Scripts and Guides

30MPC Training: 30mpc.com/training
32 min
September 08, 2025This Cold Call Opener Has a 50% Success Rate | Bite-Sized Tactics
Stop losing calls at “not interested.” In this video, you’ll learn a simple, agree-first pattern break that lowers resistance, keeps prospects talking, and earns permission to continue—without sounding pushy. We’ll also show you how to tune the delivery so it lands across regions and seniority levels, plus a quick practice plan so this flows on live calls.
What you’ll learn:
The agree-first pattern break that flips “no” into “go on”

Two follow-up nudges that lower defenses (playful and serious variants)

How to tune your delivery for different regions/roles (e.g., Germany vs. US; execs vs. ICs)

Why people reject salespeople but respond to humans—and how to signal that fast

A quick practice routine to make this feel natural on live calls
Watch our full interview with The Weirdest Sales Trainer: https://youtu.be/FDjZ6JHWzoE

RESOURCES DISCUSSED:
Join our weekly newsletter

Things you can steal

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

Free Sales Templates, Scripts and Guides

30MPC Training: 30mpc.com/training
7 min
September 04, 2025#497 - Get Past ANY Gatekeeper with This Proven Cold Call Script
Learn 3 proven cold call tactics to get past any gatekeeper and reach decision-makers without lying, pitching, or wasting time. These step-by-step strategies will help you control the conversation, boost your connect rate, and book more meetings.

🎙️ ACTIONABLE TAKEAWAYS:
Adopt the “owner” mindset: Approach gatekeepers with confidence and authority—don’t over-explain, pitch, or try to befriend them. Your demeanor should signal that you belong.

Use the Triple Bypass Method: Start with the Slide By (simple ask to be connected), then provide Context (reason for calling without pitching), and finally lean on Social Proof (reference similar clients or prior outreach).

End with questions to stay in control: Always finish responses with a question like, “Would you let him know it’s Nick?” so you guide the conversation instead of letting the gatekeeper take charge.

Know when to pivot: If blocked repeatedly, don’t force it—try mobile numbers, off-hours calls, or different channels (email, LinkedIn, direct mail, referrals) to reach your prospect directly.
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:
Save a copy of these steps to bypass any gatekeeper here: https://www.30mpc.com/newsletter/3-steps-to-bypass-any-gatekeeper-on-a-cold-call

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Things you can steal

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

Free Sales Templates, Scripts and Guides

30MPC Training: 30mpc.com/training
14 min
September 02, 2025#496 - 8 Powerful Lessons That Separate Good Sales Leaders from ELITE Ones
Leadership in sales isn’t just about hitting quota — it’s about building standards, setting culture, and developing people. In this episode, the hosts share 8 hard-earned sales leadership lessons that shaped how they hire, coach, and manage winning sales teams.

🎙️ ACTIONABLE TAKEAWAYS
If it’s not a “hell yes,” it’s a no — never settle for average hires.

Proof of performance over theory — test real execution, not hypotheticals.

Follow the 2–2 rule — flip two reps, hire two culture-setters, cut two misfits.

Let reps fire themselves — set clear standards early so underperformers opt out.

More reps ≠ more revenue — don’t over-hire if your lead pool doesn’t grow.

Protect focus time — stop expecting instant Slack replies; create deep work blocks.

Use the 20/80 rule in training — 20% teach, 80% reinforce until it sticks.

Give grace on first mistakes — support reps when they slip, then enforce standards.
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:
My 4-Step Account Executive Interview Process: https://www.30mpc.com/newsletter/my-4-step-account-executive-interview-process-2

My Ultimate 4-Week Sales Onboarding Program: https://www.30mpc.com/newsletter/my-ultimate-4-week-sales-onboarding-program

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Things you can steal

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

Free Sales Templates, Scripts and Guides

30MPC Training: 30mpc.com/training
26 min
September 01, 2025How To Handle ANY Objection On A Cold Call: 3 Steps | Bite-Sized Tactics
Armand covers the 3 steps to handling any objection using the Mr. Miyagi Method. Here’s the magic framework:
Agree with the objection to remove the pressure of the sale.

Incentivize conversation to get them sharing more about the objection.

Sell the test drive. What will they get out of meeting with you (or in this case, allowing the name drop) even if they don’t buy?
RESOURCES DISCUSSED:
Join our weekly newsletter

Things you can steal

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

Free Sales Templates, Scripts and Guides

30MPC Training: 30mpc.com/training
8 min
August 28, 2025#495 - The #1 Negotiation Principle That Makes Your Buyer Commit FIRST
Too many sellers give discounts before securing commitments, leaving deals vulnerable and dragging negotiations on for weeks. In this episode of 30 Minutes to President’s Club, we show you how to execute negotiations in three simple steps: confirm you’re the vendor of choice, lock down your customer’s timeline, and only then and only then, execute the give-get.

🎙️ ACTIONABLE TAKEAWAYS
Confirm Vendor of Choice: Before negotiating, make sure your prospect would choose you over competitors if pricing were equal.

Lock Down the Timeline: Secure a firm commitment on when the deal will close before offering any concessions.

Flip the Give-Get Paradigm: Always get something in return (budget clarity, contract terms, faster close) before giving discounts or changes.

Force Trade-Offs: Every concession has a cost—package pricing, terms, and conditions together so your customer makes real choices instead of endless asks.
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:
How to finish a negotiation in One Cut (PT 2)

How to Win the Negotiation Before it Starts (Pt 1)

Cold calling course

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Things you can steal

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

Free Sales Templates, Scripts and Guides

30MPC Training: 30mpc.com/training
14 min
August 26, 2025#494 - 6 PROVEN AI Sales Automations That Feel Like MAGIC | Yoni Tserruya
Sales pros spend too much time on admin instead of selling. In this episode, Yoni Tserruya, CEO of Lusha, reveals six high-impact ways to automate your sales process so you can spend more time building trust with customers and less time stuck in busywork.

🎙️ ACTIONABLE TAKEAWAYS
Automate List Building: Use AI to analyze your last 20+ closed deals and generate highly targeted prospect lists with parameters you might never have considered.

Leverage Buying Signals: Track events like new hires, funding rounds, product launches, or office openings to prioritize outreach to in-market accounts.

Streamline Call Prep: Deploy AI agents to compile company news, decision-maker profiles, and account usage data hours before each meeting.

Personalize Icebreakers: Have AI scan LinkedIn posts, press releases, and work history to craft relevant, personalized openers for calls and emails.

Automate Recap Emails: Upload call transcripts to AI for clean, concise summaries that highlight pains, solutions, and next steps and automatically update your CRM.

AI-Powered Coaching: Train a custom AI on top-performing sales calls to score conversations, give targeted feedback, and onboard new reps faster.

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:
Recap Email Template

Free Toolkit: Build high-impact lists and target the right prospects at the right time

Cold calling course

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Things you can steal

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

Free Sales Templates, Scripts and Guides

30MPC Training: 30mpc.com/training
43 min
August 25, 2025Use This Cold Email Sequence to 3x Your Replies in 2025 | Bite-sized Tactics
70% of replies happen after email #1.
Here’s a simple, repeatable multi-channel sequence (email + phone + social) that drives double-digit contact rates without spamming.
Jason Bay's KISS (Keep It Simple Sequencing) framework covers 6 calls, 6 emails, and 3 social touches over 3 weeks. Grab the templates and full structure behind a great sequence along with the best ways to follow up after your first email: https://www.30mpc.com/blog/jason-bays-outbound-sequence-template

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
13 min
August 21, 2025#493 - Use This Sales VOICEMAIL Trick to Double Your Email Replies
Learn the simple but powerful voicemail script that directs prospects straight to your email — boosting reply rates without chasing callbacks. This counterintuitive tactic adds a guaranteed touchpoint to your outreach sequence.

🎙️ ACTIONABLE TAKEAWAYS
Make the voicemail about the email, don’t ask for a call back, direct them to look for your email instead

State your name, company, and subject line so it’s easy for them to spot your email in their inbox.

Keep it under 20 seconds to avoid sounding like a sales pitch.

Pair with a strong, relevant email so once they open it, you maximize your chance of getting a reply.
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:
Should you leave voicemails when cold calling?

Cold calling course

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Things you can steal

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

Free Sales Templates, Scripts and Guides

30MPC Training: 30mpc.com/training
14 min
August 19, 2025#492 - Build a Sales Team That Hits President’s Club Every Year | Marcus Chan
Sales leadership expert Marcus Chan reveals the exact systems and rhythms that turn average reps into Presidents Club winners. From personal success blueprints to “Real Play Fridays,” you’ll learn how to build trust, reduce turnover, and create a culture of consistent high performance.

🎙️ ACTIONABLE TAKEAWAYS:
Winning Wednesdays — Lock in a one-hour training every Wednesday, led by you, a top rep, or a manager (not just enablement).

Real Play Fridays — Two hours of live, intense practice scenarios with real buyer personas (e.g., your CFO if you sell to CFOs).

Monthly War Rooms — Four hours focused on moving stalled deals forward or closing them out, with live calls and strategy in the room.

Action Item — Find your company’s buyer persona, buy them lunch, and role play how they’d buy your product to sharpen your team’s approach.
MARCUS’ PATH TO PRESIDENT’S CLUB:
Sales Leader @ Multiple Orgs (3–110 reps) - Hit President’s Club 9/10 years, drove $190M new business, ran $195M P&L.

Corporate Sales Professional @ 2 Fortune 500 Companies - Promoted 12x in 8 years, #1 in every role.

Author & Thought Leader - WSJ Best-Selling Author, featured in Forbes, Yahoo! Finance, Salesforce.
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:
How To Bulid A Winning Sales Team With Commitment To Practice (Lead Episode)

How to Run 1-on-1s and Practice Roleplays in Sales (Newsletter)

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
39 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.