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

March 27, 2025#442 - How to Sell Without Sounding Like a Salesperson | Courtany Williams
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course

FOUR ACTIONABLE TAKEAWAYS
Your growth ICP might differ from your new business ICP: New Biz = CRM, but Growth is all about whitespace. Growth isn’t just about net new—it’s about expanding within. Think users, not logos.

How are customers already interacting with your company:Take advantage of support. Train your support team on upsell triggers – chat, email, drift. Example: How can I do more emailing in the tool? Marketing automation.

Big Deal Review: Double ACV Through Team Selling. Want bigger deals? Put more eyes on them. Biweekly Reviews: 2 AEs present deals to VP, peers, SEs. Open discussion. Team Selling in Action: Everyone contributes—challenges, ideas, strategy.

Weekly Round table: Start weekly team meetings with open sharing. Surfacing challenges early helps you prioritize and tackle what matters most.

COURTANY'S PATH TO PRESIDENT’S CLUB
Director, Growth Sales @ Unbounce

Director of Growth Sales @ Insightly

Sales Manager, Growth @ Insightly

Senior Account Executive @ Insightly

Corporate Account Executive @ UserTesting

RESOURCES DISCUSSED
Read: Join our weekly newsletter

Steal: Templates, drips, scripts
30MPC Training: 30mpc.com/training
35 min
March 25, 2025#441 - The #1 Mistake Reps Make When Moving from Disco to Demo | Kevin "KD" Dorsey
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST

https://www.30mpc.com/course/discovery-course
--

FOUR ACTIONABLE TAKEAWAYS
Demo with KPIC + Make Them Hold It: Tie each feature to a known problem and impact, then ask how they'd use it to make the solution tangible and relevant.

Use “Assuming We Can…”: Frame your solution as a possibility to lower defenses. This pulls the prospect in and gets them imagining success without feeling sold to.

Reference Problem Children: Personalize the demo by naming specific team members or pain points, making it easier for the buyer to visualize solving their real-world problems.

Multithread with Purpose: Frame next steps as critical to their success, not yours—“To get you what you want, we’ll need Jane’s input too. How can we involve her?”

KD'S PATH TO PRESIDENT’S CLUB
CRO @ Finally

SVP of Sales and Partnerships @ Bench Accounting

Practice Lead, Revenue Leadership @ Winning by Design

VP of Inside Sales @ PatientPop Inc.

Head of Sales Enablement & Development @ ServiceTitan

VP of Sales @ SnackNation

RESOURCES DISCUSSED
Read: Join our weekly newsletter

Steal: Templates, drips, scripts
30MPC Training: 30mpc.com/training
37 min
March 20, 2025#440 - How to Help Your Team Find & Leverage Warm Referrals | Kelvin Sims
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course

FOUR ACTIONABLE TAKEAWAYS
Establish a Clear Reference Policy: Without a structured reference policy, reference calls become chaotic, frustrating customers and reps alike. Set clear guidelines to manage them effectively.

Optimize the Time Between Meetings: Sales doesn’t just happen in meetings. Define clear steps for reps to take between meetings to maintain momentum and advance deals.

Leverage Your Network for Referrals: Take a list of active discovery calls, cross-reference with Sales Navigator, and identify referral opportunities from leadership, investors, and past customers.

Strategically Introduce Connections: If a referral is strong, facilitate an immediate intro. If weaker, have the AE use it as a warm door opener to build rapport before making the ask.

KELVIN'S PATH TO PRESIDENT’S CLUB
Sr Sales Manager @ Vitally.io

Sales Manager @ Vitally.io

Sales Manager @ Drift

Manager, Renewals & Account Management @ Drift

RESOURCES DISCUSSED
Read: Join our weekly newsletter

Steal: Templates, drips, scripts
30MPC Training: 30mpc.com/training
38 min
March 18, 2025#439 - Use This Discovery Call Formula to Get More Demos Booked | Kevin Dorsey
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST

https://www.30mpc.com/course/discovery-course
--

FOUR ACTIONABLE TAKEAWAYS
Match Tonality to Questions: Tone discongruence kills trust. If your tone doesn’t match your question, prospects get skeptical. Adjust your delivery to align with the intent of your ask.

Don’t Push Economic Impact Too Soon: Mid-level managers may not care about bottom-line impact. Save deep financial discussions for decision-makers who influence the balance sheet.

Three Levels of Problem Questions: First, identify the problem. Second, uncover its effects. Third, quantify the impact in time or money to drive urgency.

Use Questions with Leads: Instead of open-ended asks, provide multiple-choice-style prompts. This makes answering easier and positions you as an informed advisor.

KD'S PATH TO PRESIDENT’S CLUB
CRO @ Finally

SVP of Sales and Partnerships @ Bench Accounting

Practice Lead, Revenue Leadership @ Winning by Design

VP of Inside Sales @ PatientPop Inc.

Head of Sales Enablement & Development @ ServiceTitan

VP of Sales @ SnackNation

RESOURCES DISCUSSED
Read: Join our weekly newsletter

Steal: Templates, drips, scripts
30MPC Training: 30mpc.com/training
37 min
March 17, 2025#438 - Delivering Pricing Like a Pro | Belal Batrawy | 30MPC Hall of Fame
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course

ACTIONABLE TAKEAWAYS:
Limit Pricing Options to Three: Offering more than three options overwhelms prospects. Present only the most relevant three to simplify decision-making.

Leverage Value-Add Incentives: Highlight low-cost-to-you, high-value items (like waived fees or extra features) to steer prospects toward larger packages.

Present Pricing with a Range: Start with a floor price and give a range based on factors, allowing flexibility while avoiding sticker shock.

Use Strategic Comparisons: Position your premium option near a slightly lower-tier offer to make it an attractive choice, while avoiding comparisons to much cheaper options.

BELAL'S PATH TO PRESIDENT'S CLUB
Founder @ LearnToSell.io

Head of Sales @ GTM Buddy

Enterprise Account Executive @ ClearBit

Head of Business Development @ BioIQ

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
36 min
March 13, 2025#437 - The Coaching Blueprint: How to Develop Reps Like a Pro Leader | Adam Carroll
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course

ACTIONABLE TAKEAWAYS:
Give Immediate Feedback: Don’t wait until later—debrief with reps right after a call while the details are fresh. Sales has lost this habit with back-to-back Zoom meetings, but it’s critical for development.

Create a Coaching Cadence: If you don’t set a structured coaching schedule, it likely won’t happen consistently. Define clear coaching sessions, including frequency and focus, to ensure real progress.

Structure Call Reviews: Block two hours weekly to review calls. Assign themes (e.g., discovery, negotiation), require reps to provide timestamps, and have them self-diagnose before your feedback.

Expand Practice Beyond Role Plays: Role plays aren’t the only way to improve. Have reps document key impact questions, map org charts for multithreading, or identify missing stakeholders in deals.

CHARLES' PATH TO PRESIDENTS CLUB
Founder @ Carroll Sales Consulting

VP of Enterprise Sales @ FullStory

Head of Enterprise & Strategic Sales @ Recurly

Sales Director @ NewsCred

RESOURCES DISCUSSED
Discovery Course

Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
36 min
March 11, 2025#436 - How to Make Prospects Open Up Without Feeling Pressured | Charles Muhlbauer
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST

https://www.30mpc.com/course/discovery-course
--

ACTIONABLE TAKEAWAYS:
Use Humbling Disclaimers: Preface tough questions with softening statements like, “I’m not quite sure how to ask this,” or “This might feel direct.” It lowers defensiveness and makes hard questions land better.

Dig Into Prospect Rumblings: Prospects often hint at problems rather than state them outright. Listen for vague concerns and use a humbling disclaimer to drill deeper into the real issue.

Refine Bucket Questions: Instead of stating, “Every CRO faces these three problems,” add nuance: “Many CROs I speak with mention challenges like…” This avoids defensiveness and keeps the conversation open.

Follow a Clear Flow: Get permission to ask questions, surface problems without assumptions, prompt for real examples, then use humbling disclaimers to quantify impact without making prospects uncomfortable.

CHARLES' PATH TO PRESIDENTS CLUB
Founder @ DiscoveryCoach.io

Sales Enablement Manager @ AlphaSense

Lead Revenue Enablement Manager @ CB Insights

Senior Sales Training Manager @ CB Insights

RESOURCES DISCUSSED
Discovery Course

Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
38 min
March 10, 2025 How To Set Next Steps In Sales With The 5 Minute Drill
There is an extreme over-rotation in sales on setting next steps. Setting next steps is NOT always a good thing.

🛑 Bad: Never setting next steps
🟡 Okay: Setting steps on every deal
🟢 Good: Setting steps on REAL deals

Instead, first determine if the deal is worth setting next steps with at all. Then, you should recommend the appropriate next step, but only if your prospects have proven that it's worth keeping them in your pipeline.

That's where the Five Minute Drill comes in: Three questions you can ask at the end of every single call to determine if and how you set a next step.

𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧 1: 𝐃𝐨 𝐘𝐨𝐮 𝐖𝐚𝐧𝐧𝐚 𝐁𝐮𝐲?

If you can practice ONE THING, it's this. Any time you offer a demo, a pilot, a proposal, you are giving your time away to a prospect.

And that's fine. But only if you get something in return.

If you're investing more time with them, you should expect that they won't waste it and affirm that this is actually leading somewhere.

𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧 2: 𝐖𝐡𝐞𝐧 𝐝𝐨 𝐲𝐨𝐮 𝐰𝐚𝐧𝐧𝐚 𝐛𝐮𝐲?

You can't properly suggest a next step until you understand their timeline to solve the problem we just agreed upon.

If they want to solve this problem in 3 weeks, we'll use their answer to drive far more urgency than if this weren't a problem to solve for 6 months.

𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧 3: 𝐇𝐨𝐰 𝐝𝐨 𝐲𝐨𝐮 𝐰𝐚𝐧𝐧𝐚 𝐛𝐮𝐲.

Guess what, the last question isn't a question.

You should always suggest and confirm next steps because you've sold your software far more times than they've bought it.

Frame your ask in terms of their best interest, not yours. Based on what you learned in the first two questions: what is the next step you need to take to solve their problem by the time they want it solved?

And don't just suggest one next step, suggest next-next steps so they explicitly buy into a sales process, not a free 60 minute demo.

Full breakdown of the 5 minute drill: https://www.30mpc.com/newsletter/how-to-set-next-steps-in-sales-with-the-5-minute-drill

Join our weekly newsletter: https://hubs.li/Q02NJQ8p0

Things you can steal: https://linktr.ee/30mpc_youtube

#30Minutestopresidentsclub #30mpc
30MPC Training: 30mpc.com/training
4 min
March 06, 2025#435 - How to Coach Your Reps Like a Top 1% Sales Leader | Alex Kremer
ACTIONABLE TAKEAWAYS:
No Last-Minute Coaching: Avoid changing a rep’s game plan in the 30 minutes before a call. It signals distrust and forces them to scramble, leading to a worse outcome.

Stick to One Coaching Theme: Don’t introduce a new area of improvement after every call. Focus feedback on a consistent theme to drive real progress.

Align on Call Emotion: Before a discovery call, ask your rep how they want the prospect to feel. This sets the right tone and helps shape their delivery.

Know Your Role in Calls: As a manager, decide if you’re leading, coaching, or just reading the room. Adapt based on the rep’s experience level and the call type.

ALEX'S PATH TO PRESIDENT'S CLUB:
Founder & CEO @ Alluviance

Director of Sales Commercial @ Outreach

Director of Sales Corporate @ Outreach

Territory Account Executive @ Microsoft

RESOURCES DISCUSSED:
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
38 min
March 04, 2025#434 - Fancy Discovery Questions Don’t Work (Ask These Qs Instead) | Keenan
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST

https://www.30mpc.com/course/discovery-course
--
ACTIONABLE TAKEAWAYS:
Deflect Product Questions Early: When a prospect asks about your product upfront, redirect by asking what’s happening in their business that made them look in the first place. Avoid the trap of leading with features.

Reduce Technical Objections: If a prospect fixates on a small technical blocker, refocus on the bigger business problem. Aligning on major pain points can make minor technical concerns less of a deal-breaker.

Dig Beyond Surface Problems: Low win rates aren’t the real problem. The true impact is missing revenue targets, losing reps, or struggling to hit quota. Always tie issues to business consequences.

Identify the Root Cause Before Solving: Before proposing solutions, confirm the real problem, its impact, and the root cause. Then present your solution in a way that connects all three.

KEENAN'S PATH TO PRESIDENTS CLUB:
CEO @ A Sales Growth Company

Author of Gap Selling

VP of Sales @ 2Wire

VP of Sales @ Avaya

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
36 min

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

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