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

June 04, 2025The Real Reason Reps Miss Quota | Bite Sized Tactics
Struggling to diagnose why your sales rep isn’t converting?

Jordan Chavez (Head of Enterprise GTM @ ActivelyAI) breaks down his “5 Whys” sales coaching framework—a simple, proven method to uncover the real reason behind poor performance.

Instead of jumping to surface-level fixes (like “just sell the value”), we’ll show you how to ask layered “why” questions that reveal what’s actually holding your reps back—whether it’s low confidence, weak discovery, or lack of preparation.

Whether you're a sales manager, team lead, or AE looking to self-diagnose, this framework will help you stop treating symptoms—and start solving the real problem.

RESOURCES DISCUSSED:
⁠Join our weekly newsletter⁠

⁠Things you can steal⁠

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

⁠How to Run 1-on-1s⁠

⁠Free Sales Templates, Scripts and Guides
30MPC Training: 30mpc.com/training
8 min
June 03, 2025#466 - The One-Page Business Case That Closes 7-Figure Deals Like Clockwork | Nate Nasralla
Nate’s Business Case Template

Nate Nasralla shares how to craft a one-page business case that your champion can run with. By presenting it early, keeping it simple, and making it feel like an internal doc that earns buy-in from decision-makers.

🎙 ACTIONABLE TAKEAWAYS:
Share an unfinished draft of your business case early to encourage collaboration and build alignment using Cunningham's Law.

Present your business case in a simple, memo-style format limited to one page without flashy visuals or excessive content.

Structure the one-pager with a priority-driven headline, problem statement, recommended approach, target outcomes, and required investment.

Make the document feel like an internal memo by avoiding company branding and marketing polish.
NATE’S PATH TO PRESIDENTS CLUB:
Co-Founder @ Fluint

Chief Growth Office @ Global Venture Network
RESOURCES DISCUSSED
Nate's One Page Business Case Template

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
38 min
June 02, 2025The $30M One-Pager: How Top Reps Build Business Cases That Actually Close | Bite-Sized Tactics
Nate’s Business Case Template

One of the largest deals Nate (Co-Founder @ Fluint & Chief Growth Office @ Global Venture Network) ever closed—$30M—was won with a single, unbranded page. No logos. No design. Just black text on white paper.
Why? Because it felt internal to the customer—not like a vendor pitch.
The structure? Just 5 parts:
1. Priority-Driven Headline – Use the exec’s own language
2. Problem Statement – Frame the problem in a way that aligns with what you uniquely solve
3. Recommended Approach – Highlight 3 key things only you can do differently
4. Target Outcomes – Flip the problem into clear, metric-driven results
5. Required Investment – Be honest about time, money, and effort—don’t minimize it
The key? Anchor the entire narrative in what the executive already cares about. If it sounds like an internal initiative, it gets bought in like one.
RESOURCES DISCUSSED
⁠⁠⁠Join our weekly newsletter⁠⁠⁠⁠
⁠⁠⁠Things you can steal⁠⁠⁠
Save $50 on any 30MPC course⁠⁠⁠ with code “PODCAST”
Nate's Business Case
30MPC Training: 30mpc.com/training
8 min
May 30, 2025Stop Asking for Meetings in Cold Emails: How to Warm Up Buyers with Value | Bite-Sized Tactics
If your first cold email asks for a meeting—you’re doing it wrong.

In this video, Mark Kosoglow (Co-Founder/CEO @ OperatorChief + Revenue Officer @ Catalyst Software) breaks down a smarter outbound strategy: how to warm up buyers by educating them instead of pitching them.

Whether you're an SDR, AE, or founder doing founder-led sales, this framework will help you increase reply rates and book more qualified meetings.

RESOURCES DISCUSSED:
⁠Join our weekly newsletter⁠

⁠Things you can steal⁠

⁠Save $50 on any 30MPC course⁠ with code “PODCAST”
30MPC Training: 30mpc.com/training
8 min
May 29, 2025#465 - What Great Sales Teams DO DIFFERENTLY: Pain Chain First, Outbound Second | Mark Kosoglow
Mark Kosoglow reveals why most outbound fails before it even starts and how identifying the pain chain can radically improve your team’s results.

🎙 ACTIONABLE TAKEAWAYS:
Define your ICP by real problems, not just data, to find the right prospects.

Understand where prospects are in the buyer’s journey before asking for meetings.

Use a “pain chain” of educational messages to move prospects from unaware to aware.

Offer valuable insights or audits instead of just asking for meetings.

MARK’S PATH TO PRESIDENTS CLUB:
Co-Founder/CEO @ Operator

Chief Revenue Officer @ Catalyst Software

RESOURCES DISCUSSED:
Join our weekly newsletter

Things you can steal

Save $50 on any 30MPC course with code “PODCAST”
30MPC Training: 30mpc.com/training
34 min
May 27, 2025#464 - The 10 Brutal Cold Calling Lessons You NEED to Learn Today | 30MPC Playbook (Sell)
This is a 30 minute masterclass on the 10 lessons every rep needs to know when it comes to cold calling.

Armand and Nick walk you through five lessons each that will leave you feeling ready to put in the work and pick up the phones!

✅ Inside this episode:
You learn how to navigate rejection from a single person and find an alternative route through other people in the company to close the deal

How to improve your script when you’re struggling

Handling rude responses and understanding they’re going to happen regardless, you’re doing nothing wrong!

How to get someone’s attention (Hint: It’s not, “How’s your day going?”

You get to say silly things on cold calls, as long as you do it with confidence!

RESOURCES DISCUSSED:
Join our weekly newsletter

Things you can steal

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

Benchmark yourself against baseline cold call metrics
30MPC Training: 30mpc.com/training
37 min
May 22, 2025#463 - Steal Alex Kremer’s 1-Minute Routine to TRANSFORM Your Sales Meetings | Alex Kremer
Alex Kremer shares tactical leadership strategies to help sales managers build engaged teams by using breath work for presence, empowering reps, and structuring effective 1:1s that drive results.

🎙 ACTIONABLE TAKEAWAYS:
Your vision shapes who you become today and guides the actions you take right now.

Regularly asking your reps why they are at the company helps uncover their true motivations and commitment.

Effective team meetings follow a clear structure: start with breathwork, then focus on vision, shoutouts, revenue tracking, and finish with pipeline and KPIs.

Assigning “black belts” to lead skill trainings boosts engagement, helps reps learn better, and frees up leaders to focus on leading.
ALEX’S PATH TO PRESIDENTS CLUB:
Founder & CEO @ Alluviance

Host @ Rising Leader Podcast

Head of Sales @ Catalyst Software
RESOURCES DISCUSSED:
Join our weekly newsletter

Things you can steal

Save $50 on any 30MPC course with code “PODCAST”
30MPC Training: 30mpc.com/training
35 min
May 21, 2025How to Run Team Meetings That Actually Motivate Your Sales Team | Bite-Sized Tactics
Most leaders treat team meetings like a routine checklist, but they’re one of the few moments you have everyone’s full attention each week. Here’s how Alex Kremer (founder & CEO @ Alluviance) keeps his team motivated each time they meet:
Start with Presence

Get Your Team Involved

Connect the Dots to a Bigger Impact
The goal isn’t just to share numbers but to create a culture where your team feels valued and invested. Make your meetings a place for growth, not just updates.

Watch the full episode TOMORROW

ALEX’S PATH TO PRESIDENTS CLUB:
Founder & CEO @ Alluviance

Host @ Rising Leader Podcast

Head of Sales @ Catalyst Software
RESOURCES DISCUSSED:
Join our weekly newsletter⁠

⁠Things you can steal⁠

⁠Save $50 on any 30MPC course⁠ with code “PODCAST”
30MPC Training: 30mpc.com/training
6 min
May 20, 2025#462 - The Exact Strategy to Get Stakeholders to Say YES to 7-Figure Deals | Max Licht
Learn how Max Licht wins complex 6 and 7-figure enterprise deals by shadowing his prospects’ workflows, de-risking every technical blocker, and turning IT stakeholders into deal accelerators.

🎙 ACTIONABLE TAKEAWAYS:
Map five business or technical processes for shadow discovery and make sure a few showcase your product’s unique strengths.

If a technical eval is dragging, call it out to trigger clarity on what’s needed for a business case and shorten the timeline.

Look for pain points or questions about flexibility as triggers to ask for a shadow session where the prospect demos their workflow.

Always balance the give-get in shadow sessions by offering specificity, implementation plans, or business case inputs in return.
MAX’S PATH TO PRESIDENTS CLUB:
Enterprise AE @ MaestroQA

#1 ACV & TCV @ Productiv

#1 SDR @ Zuora
RESOURCES DISCUSSED:
Join our weekly newsletter

Things you can steal

Save $50 on any 30MPC course with code “PODCAST”
30MPC Training: 30mpc.com/training
32 min
May 19, 2025Why Your Discovery Call Isn’t Finding Real Problems | Bite-Sized Tactics
Max Licht (Enterprise AE @ MaestroQA) breaks down his shadow-based discovery process. This technique goes beyond typical discovery calls, allowing you to witness firsthand where inefficiencies and bottlenecks are happening.
1. Identify the Painful Process
- Research the customer's current workflow and tools (e.g., Excel, Salesforce) to understand the manual, time-consuming steps involved.
- This reveals where inefficiencies exist, giving you a clear picture of the pain your solution can alleviate. It also helps you identify the "drag them through the glass" moments where the pain is most acute, which is critical for building urgency.
2. Set Up the Shadowing Session
- Frame the shadow as a collaborative step to fully understand their process. Instead of just making claims, say something like, *“Before I make any promises, I want to fully understand your current reporting process to see where we can add the most value.”*
- This approach shifts the focus from selling to problem-solving, making you a trusted partner rather than just a vendor. It also sets the stage for a more meaningful business case.
3. Conduct the Shadow
- Watch the prospect use their current tools and processes. Take notes, capture screenshots, and pay attention to friction points, inefficiencies, and workarounds they rely on.
- Seeing the workflow in action often reveals unspoken pain points and limitations that even the prospect might not articulate in a standard discovery call. This firsthand observation helps you tailor your pitch to the reality of their day-to-day work.
4. Use Shadows to Build a Business Case
- Use the insights gathered to frame your solution as a direct response to the pain points you observed. For example, highlight how your tool eliminates specific inefficiencies, reduces manual steps, or streamlines complex reporting.
- This concrete evidence makes your pitch more credible and aligns your solution directly with their business goals, increasing the likelihood of internal buy-in.
5. Follow Up Strategically
- After the shadow, summarize your findings in a follow-up email or meeting, highlighting specific pain points you observed and how your solution can address them. Use this to drive urgency and move the deal forward.
- This reinforces your credibility as a problem-solver and keeps the conversation anchored in real, observed issues, rather than hypothetical value propositions.
6. Use the Shadow as a Catalyst for Future Conversations
- Reference specific pain points in later stages of the sales cycle, using them to frame your solution as a clear, tangible fix for their current frustrations.
- This approach keeps the focus on solving their problems, reducing friction in the decision-making process and increasing the likelihood of a successful close.

RESOURCES DISCUSSED:
⁠Join our weekly newsletter⁠

⁠Things you can steal⁠

⁠Save $50 on any 30MPC course with code “PODCAST”
30MPC Training: 30mpc.com/training
8 min

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

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