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

February 06, 2025#423 - How to Fix a Broken Sales Org in 90 Days | Kevin "KD" Dorsey
FOUR ACTIONABLE TAKEAWAYS
Focus on High-Impact Problems: Prioritize fixing widespread issues over the loudest complaints. High-volume problems drive more meaningful change than squeaky-wheel issues.

Leverage 2x Multipliers: Target improvements that can double key metrics rather than marginal gains. Align leadership early so they understand why other issues aren’t top priority.

Weekly Wiggle Wednesdays: Hold a one-hour leadership meeting to refine sales tactics. Use the four D’s: define, document, demonstrate, and deliberately practice new strategies.

Transparent 1:1 Tracking: Link manager-rep 1:1 docs to the director’s 1:1 doc. Track each rep’s key metric, issue diagnosis, and growth plan for better coaching visibility.

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
38 min
February 04, 2025#422 - How to Open & Close More Deals With Key Accounts | Maddy Jackson
ACTIONABLE TAKEAWAYS:
Permission-Based Introduction: Identify an executive, then request an intro to their top lieutenant by tying outreach to an executive-level metric they care about.

Funding Intent Matters: Don’t just track funding announcements—dig into how the company plans to use the money and align outreach to support that goal.

AE & SDR Account Strategy: AEs select accounts, build a POV, and own outreach to execs, while SDRs focus on below-the-line contacts with AE guidance.

Account Tiering System: Rank accounts as green (30-50), yellow (130), or red (30-50) based on deal size and buying likelihood to prioritize outreach effectively.

MADDY'S PATH TO PRESIDENTS CLUB:
Account Executive @ Webflow

Account Executive @ SafeGraph

Account Executive @ Procore Technologies

Account Executive @ Procore Technologies

Senior Business Development Rep @ Procore

RESOURCES DISCUSSED:
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
38 min
February 03, 2025#421 - How to Protect Your Pricing | Johnny Larson | 30MPC Hall of Fame
ACTIONABLE TAKEAWAYS
Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better.

Phased Approach: When price matters, propose only the essentials for day one to make your quote smaller and easier to accept.

Timeline Stack: Identify key timeline drivers, like contract end dates or business seasonality, to create urgency.

Turn Want into Why: During discovery, dig deeper to find the real business problem behind a customer’s desire for change.

JOHNNY'S PATH TO PRESIDENTS CLUB
Commercial Account Executive @ Talkdesk

Enterprise Sales Development Manager @Talkdesk

Team Lead, Enterprise Sales Development @ Mimeo

Enterprise SDR @ Mimeo

RESOURCES DISCUSSED:
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
38 min
January 30, 2025#420 - How to Build the Perfect Sales Team, Role by Role | Mark, Nick, & Armand
Nick, Armand, and Mark Kosoglow talk through how and when you should make different sales hires as your sales team grows.

ACTIONABLE TAKEAWAYS:
Hire Builders First: Early sales hires should create processes, while later hires follow them.

CEO Sales Involvement: Founders should sell until they define the product and process, then transition to AEs.

Scaling Key Roles: Maintain a 1:1 AE to SDR ratio early, shifting to 2:1 later. Hire RevOps early; SE and enablement depend on need.

Manager & Director Timing: Keep managers at 8 reps max, stretching to 10-12 if needed. Delay director hires until managing at least three managers.

RESOURCES DISCUSSED:
Stages of Sales Leader Episode

Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
52 min
January 28, 2025#419 - No Champion, No Deal: How to Find and Develop Champions | Krysten Conner
ACTIONABLE TAKEAWAYS:
Align Messaging to Roles: End users want simplicity, managers focus on team metrics, and execs care about goals and risk. Match your message accordingly.

Use Credible Content: Share third-party sources like Gartner or HBR instead of only company case studies to build trust.

Amplify the Problem Early: Send data or insights highlighting the problem’s urgency in the early stages of the sales cycle.

Simplify Implementation Late: Provide resources like change management guides to ease rollout and reduce risk.

KRYSTEN'S PATH TO PRESIDENTS CLUB:
Founder @ KrystenConner.com

Enterprise Account Executive @ UserGems

Enterprise+ Account Executive @ Outreach

Enterprise Accounts, Financial Services @ Tableau Software

Strategic Accounts @ PowerSchool

RESOURCES DISCUSSED:
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
37 min
January 27, 2025#418 - Tonality in Sales | Jeremy Miner | 30MPC Hall of Fame
ACTIONABLE TAKEAWAYS:
Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosity.

Slow Down Your Questions: Asking questions too quickly leads to poor answers. Slow down the second half of your question to give prospects time to think and respond meaningfully.

Master the Five Types of Tone: Use different tones—curious, confused, concerned, challenging, and playful—to guide conversations and elicit the right responses.

Challenge Prospects with a Direct Tone: A challenging tone helps push prospects to take action, especially when addressing tough issues like low-quality leads.

JEREMY'S PATH TO PRESIDENT'S CLUB:
Founder @ 7th Level

VP of Sales @ Pinnacle Security

RESOURCES DISCUSSED:
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
37 min
January 23, 2025#417 - How to Train Teams on Discovery That Digs Deeper and Closes Bigger | Eleanor Dorfman
ACTIONABLE TAKEAWAYS:
Ban Product-Specific Language: Prohibit product-focused terms like "roles-based access" in deal reviews. Instead, prompt reps to explore the customer’s "why" behind their needs, driving better customer questioning and understanding.

Tie Incentives to Certifications: Require reps to complete critical certifications (e.g., discovery certification) to access desirable benefits, such as inbound leads, ensuring alignment between AE and leadership goals.

Consistency in Value Framework: Maintain your value selling framework across every sales stage—from discovery to demo to proposal—ensuring consistent messaging and alignment throughout the cycle.

Embed Framework into Processes: Update all sales processes, stages, and deal reviews to reflect new frameworks. Regularly reinforce these changes in weekly reviews to ensure training sticks and drives lasting behavior changes.

ELEANOR'S PATH TO PRESIDENTS CLUB:
Head of Sales @ Retool

Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment

Global Head of Commercial Renewals and Retention @ Segment

Head of Customer Success and Solutions engineering @ Clever Inc

RESOURCES DISCUSSED:
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
36 min
January 21, 2025 #416 - The Ultimate 5 Stage Sales Process to Speed Up Your Deals | 30MPC Playbook (Sell)
Nick and Armand break down the perfect 5 stage sales process to get your deals closed fast.

Stage 1 Problem Agreement: Ensure both parties align on the problem being solved before moving forward.
Stage 2 Solution Agreement: Confirm the solution addresses the agreed problem effectively.
Stage 3 Power Agreement: Secure buy-in from decision-makers and key stakeholders.
Stage 4 Commercial Agreement: Reach consensus on pricing, terms, and conditions.
Stage 5 Vendor Approval: Navigate internal processes to finalize and approve the deal.

Map these stages to your sales cycle, define clear exit criteria for each, and identify opportunities to combine calls or stages to accelerate deal velocity.

RESOURCES DISCUSSED:

Join our weekly newsletter
Things you can steal
30MPC Training: 30mpc.com/training
51 min
January 20, 2025#415 - Winning Competitive Deals | Jason Bay | 30MPC Hall of Fame
ACTIONABLE TAKEAWAYS:
In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it.

Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors.

When prospects compare you to competitors, suggest specific aspects to evaluate that highlight your strengths and expose competitors' weaknesses.

In rip-and-replace deals, emphasize key product gaps that significantly impact the business, and ensure decision-makers are committed to addressing them.

PATH TO PRESIDENT’S CLUB"
Founder & CEO @ Outbound Squad

Owner @ Jason Bay Consulting

Director of Marketing @ Chamber DS, Inc.

Marketing Director & Corporate Sales Trainer @ National Services Group, Inc.

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
37 min
January 16, 2025#414 - The Sales Leader SKO Survival Guide | JD Miller
FOUR ACTIONABLE TAKEAWAYS:
Name Badge Optimization: Design name badges with legible names and role-based color coding. Bonus: add a fun fact to encourage interaction and make glancing at the badge feel natural.

Post-SKO Follow-Up Plan: SKO momentum fades quickly. Implement a follow-up plan within days to sustain energy and carry it into the sales year.

Session Energy Management: Use high-energy sessions earlier when attention is stronger. Save interactive or fun activities for post-lunch when engagement dips.

Pre-Vet Presenters: Plan sessions a month in advance and require presenters to rehearse. Avoid costly, unpolished presentations that waste valuable sales time.

JD'S PATH TO PRESIDENTS CLUB:
Chief Revenue Officer @ Kantata

Chief Revenue Officer @ Motus

Managing Director @ Bravo Solution

Vice President, Americas @ Workplace Systems

RESOURCES DISCUSSED:
Join our weekly newsletter

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

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

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