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

August 14, 2025#491 - How ELITE Sales Reps Structure Their Day to WIN Productivity
Discover the exact time-blocking strategy top sales reps use to crush quota, maximize prospecting hours, and keep pipeline full, without burning out. This episode walks you through proven calendar management principles, the green/yellow/red hours system, and the four-step framework that guarantees consistent prospecting and closing success.

🎙️ ACTIONABLE TAKEAWAYS:
Front-Load Your Most Difficult Sales Activities: Complete your hardest, most energy-draining tasks, like cold calling, first thing in your “green hours” (8–12) to ensure you hit your daily prospecting goals before distractions hit.

Use Parkinson’s Law to Time-Block for Efficiency: Assign strict, realistic time blocks for each task to prevent work from expanding and eating into prime selling hours.

Stack Similar Sales Activities to Maintain Momentum: Group calls, research, emails, and admin into dedicated blocks to avoid costly context-switching and keep your energy focused.

Follow the Green/Yellow/Red Hour System: Green hours (prospecting), yellow hours (customer calls), and red hours (admin) keep your day optimized for revenue-generating activities and prevent pipeline starvation.
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 time block in sales

Cold calling course

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
22 min
August 12, 2025#490 - Try Giulio Segantini’s INSANE Openers on Your Next Sales Call (Shock your prospect!) | Giulio Segantini
🏋 30MPC Training: ⁠30mpc.com/training
📧 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
—
In this episode of 30 Minutes to President’s Club, Giulio Segantini breaks down his eclectic approach to cold calling and the unique openers that grab a prospect’s attention in seconds. Learn how to craft first lines that make your calls impossible to ignore and set you up for sales success.

🎙️ ACTIONABLE TAKEAWAYS
Opener: Lead with a hyper-specific, permission-based cold call opener to grab attention.

Pitch: Frame your pitch around the prospect’s problems in their own words before offering your solution.

Objections: Agree first, ask for permission to challenge, and guide the prospect to change their own mind.

Audit your talk tracks and inject your authentic personality, it’s harder to say no to a human than a salesperson.
GIULIO’S PATH TO PRESIDENT’S CLUB:
Collected over 10,000 cold call rejections

One of the most watched cold callers in the globe

The Weirdest cold caller in the planet
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:
Cold calling course

Join our weekly newsletter

Things you can steal

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

Free Sales Templates, Scripts and Guides
43 min
August 11, 2025Beginners Guide To Cold Calling (In 5 Minutes) | Bite-Sized Tactics
Steal the minimum viable cold call script that top reps use: a tailored-permission opener that earns 30 seconds, a problem proposition (not a product pitch), and the Mr. Miyagi objection method that keeps defenses low and advances the call. You’ll learn to sell the test drive (the meeting), and leave every call calls with next steps on the books.
You’ll learn
The 3-part cold calling framework: Opener → Pitch → Objections

The Tailored Permission Opener to earn yourself an extra 30 seconds on the phone

The Problem Proposition: how to lead with their biggest problem to get your prospect leaning in

Mr. Miyagi Method to handle any objection
RESOURCES DISCUSSED:
🏋 30MPC Training: 30mpc.com/training
52 Minutes of Proven Cold Calling Tips - https://www.youtube.com/watch?v=gtKZ7fP1HZM
Join our weekly newsletter -
https://hubs.li/Q02NJQ8p0
Things you can steal -
https://linktr.ee/30mpc_youtube
Save $50 on any 30MPC course with code “YOUTUBE” -
https://www.30mpc.com/courses
6 min
August 07, 2025#489 - How to Turn 3 Cold Calls into 1 Meeting Every Time (Steal this script!)
🏋 30MPC Training: 30mpc.com/training
📧 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
—
Unlock the cold call script that top reps use to book 1 meeting for every 3 connects. In this episode of 30 Minutes to President’s Club, Armand Farrokh reveals the exact 3-part approach that makes cold calls feel warm and leads to more meetings without sounding like a telemarketer.

🎙️ ACTIONABLE TAKEAWAYS:
Use the “Heard the Name Tossed Around” opener to bypass resistance and make cold calls feel like warm intros.

Lead with a Problem Proposition focus on the problem your prospect cares about, not your product features.

Apply the “Mr. Miyagi” objection method by agreeing first, asking trap questions, and guiding prospects to realize gaps themselves.

Sell the Test Drive, not the product—invite prospects to try or explore, not sit through a heavy demo.
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:
Cold Calling Course

18 Cold Call Objections and How to Handle Them

Join our weekly newsletter

Things you can steal

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

Free Sales Templates, Scripts and Guides
23 min
August 05, 2025#488 - How to Close Bigger Deals by Doing LESS in the First Call | Steven Bryerton
🏋 30MPC Training: ⁠30mpc.com/training
📧 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

Steven Breyerton, SVP of Sales at ZoomInfo, reveals how he took his team from transactional closes to enterprise-level deals by rethinking win rates, redefining SDR comp plans, and operationalizing deeper discovery. This episode is a tactical roadmap for sales leaders ready to level up their pipeline and close bigger, higher-quality deals.

🎙️ ACTIONABLE TAKEAWAYS
Track win rates by time cohort (T0, T1, etc.) to diagnose deal velocity, rep behavior, and coaching opportunities across segments.

Incentivize quality over quantity in SDR comp plans by weighting toward qualified meetings and multi-threading efforts instead of raw meeting volume.

Adopt frameworks like MEDDPICC (ICE-first) to strengthen discovery and identify pain, champions, and economic buyers early in the sales cycle.

Segment daily metrics by segment type (SMB vs. enterprise) to ensure appropriate pacing, forecasting accuracy, and ASP growth strategies.
STEVEN’S PATH TO PRESIDENT’S CLUB:
SVP of Sales @ ZoomInfo

Vice President of Sales @ DiscoverOrg
RESOURCES DISCUSSED:
Metrics Playbook

Join our weekly newsletter

Things you can steal

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

Free Sales Templates, Scripts and Guides
38 min
August 04, 2025Use This Brutal Negotiation Tactic To Outsmart Tough Buyers | Bite-sized Tactics
If you're constantly getting lowballed or ghosted at the end of the month, you're not alone. In this video, we break down real B2B sales negotiation tactics that helped close a full-price deal—despite a relentless buyer pushing for discounts across five separate calls.
Learn:
How to handle discount shoppers who negotiate for sport

When (and how) to offer a discount without losing leverage

The “exploding deadline” strategy that savvy reps use to keep deals moving

The “jar” analogy for squeezing the most value in a negotiation
WATCH THE FULL EPISODE: https://youtu.be/2G6SFXxE7Ig?si=xRT5oCQbjYfS7lEl
RESOURCES DISCUSSED:
Join our weekly newsletter -
https://hubs.li/Q02NJQ8p0
Things you can steal -
https://linktr.ee/30mpc_youtube
Save $50 on any 30MPC course with code “YOUTUBE” -
https://www.30mpc.com/courses
30MPC Training: ⁠30mpc.com/training
6 min
July 31, 2025#487 - 8 INSANE Sales Negotiation Stories You Won’t Believe Are True
🏋 30MPC Training: ⁠30mpc.com/training
📧 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

In this episode, Armand and Nick break down 8 of the toughest, most painful negotiation battles they’ve ever faced — and the exact moves that helped them win (or lose) those deals. From wild buyer tactics to massive pricing mistakes, you’ll learn how to hold the line and close like a pro.

🎙️ ACTIONABLE TAKEAWAYS
Anchor high, then shut up: Start with a bold number and let the buyer be the first to speak — you’ll often land a better deal than if you start discounting yourself.

Always get the “full and final ask: Force buyers to put all their requests on the table at once so they can’t chip away at you with 5K here and 10K there.

Flip the polarity by walking away: Instead of acting desperate, suggest the buyer take the competitor’s deal — this creates FOMO and often gets them to come back to you.

Never give a discount without a deadline: Tie every concession to a firm timeline or commitment — otherwise, you lose all your leverage and the deal drags forever.
RESOURCES DISCUSSED:
How To Finish A Negotiation Before It Starts (Pt 1)

How To Finish A Negotiation in One Cut (Pt 2)

Join our weekly newsletter

Things you can steal

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

Free Sales Templates, Scripts and Guides
35 min
July 30, 2025#486 - 8 BRUTAL Discovery Lessons That Will SAVE Your Next Deal
🏋 30MPC Training: ⁠30mpc.com/training
📧 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

Armand and Nick share the 8 most painful discovery lessons they had to learn the hard way, so you don’t have to. From broken agendas to botched first impressions, this is the real playbook for leveling up your first call.

🎙️ ACTIONABLE TAKEAWAYS
Ditch the interrogation-style discovery. Use each answer to guide your next question and go deeper instead of jumping topics.

Lead with respect, not small talk. Top sellers prove they’ve done their homework in the first 90 seconds to earn credibility fast.

Set a PPO agenda (Purpose, Plan, Outcome) early. It prevents the prospect from hijacking the call and builds trust through structure.

Qualify before you demo. Ask: “Do you want to buy?” and “When do you want to buy?” before setting next steps or booking another call.
RESOURCES DISCUSSED:
Discovery Framework

Recap email template

Join our weekly newsletter

Things you can steal

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

Free Sales Templates, Scripts and Guides
40 min
July 28, 2025 a message from armand
Hey folks, we’re shaking things up in here :)
Tuesdays will now alternate between sales rep interviews and sales leadership interviews. Thursdays is where it gets fun. We’re dropping tactical, YouTube-style breakdowns →cold calls, deal reviews, whiteboard sessions, the works.
That means:
1. More tactics per minute
2. Step-by-step breakdowns
3. New creative formats we’ve never done before
📺 Subscribe so you don’t miss the new drops: https://www.youtube.com/@30MPC
💬 Want us to break something down? Email [email protected]
It all starts August. Let’s ride.
6 min
July 25, 2025#485 - How to Write Cold Emails That Get Replies | Cold Email Problem + Value Framework
Huge Announcement 👉 Our next course is here: The Reply Method for Double Digit Replies
Learn more + get free toolkits here: https://www.30mpc.com/course/cold-email-course
What you need to know:
A great cold email system gets you more replies, from better prospects, in less time — and it works even when you're not perfect.
That’s what this course teaches: how to write cold emails that feel personal, without spending hours customizing. How to craft offers that actually get responses. How to sequence, follow up, and stand out in crowded inboxes.
Teams that master this skill consistently book more meetings than teams that don’t — no matter the industry.
If you don’t have a system, cold email becomes a grind with diminishing returns.
If you do, it becomes your most consistent pipeline lever.
—
Most cold emails get ignored because sellers talk about the product—not the prospect’s problem.
In this module from the Cold Email Course: The Reply Method for Double Digit Replies, you’ll learn how top reps write cold emails that actually get responses by focusing on problem-first messaging.
📬 Based on data from 85M+ emails and trusted by reps at Gong, Zoom, and Shopify, this lesson walks you through how to:
Avoid vague, robotic, or product-heavy language

Use the “Problem + Value” framework to connect with buyers fast

Write cold emails in minutes using simple plug-and-play formulas

Increase reply rates with social proof and human-sounding copy
You’ll also learn 3 proven frameworks to follow to make your messaging stick.
This is the playbook top reps are running right now.
(07/25) Last day to get $50 off the course: https://www.30mpc.com/course/cold-email-course
30MPC Training: 30mpc.com/training
11 min

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

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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.