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

By Armand Farrokh & Nick CegelskiBusiness Careers Management

Ranking
39th
on Management
Favorites
126
Followers
Typical duration
32 min
per episode
If it hooks
55%
finish an episode

Based on Podcast App listening data

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

November 11, 2024#384 - Hall of Fame: Joe McNeill
ACTIONABLE TAKEAWAYS
Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect.

Setting Conditions for Progress: When faced with a contact unwilling to advance your connection, you have two options:

Explicitly ask them what conditions need to be met for them to introduce you to a higher-level contact, like a VP of Marketing.

Decide whether to follow their criteria or to prospect directly to reach your goal.

Groundswell Motion Strategy: In scenarios where a sales cycle starts with an Account Executive (AE), begin by offering assistance to the AE. This approach often leads to reciprocal help, allowing you to eventually ask for an introduction to your champion.

Understanding Motives: It's crucial to discern and address two types of motives, your champion's personal motives and the business or executive motives. Educate your champion on these motives and align them with the broader business objectives to facilitate successful sales efforts.

PATH TO PRESIDENTS CLUB
Chief Revenue Officer @ Influ2

Vice President of Sales @ Siteimprove

Vice President of Sales @ Apruve

Vice President of Sales @ Siteimprove

Director of Sales @ Siteimprove

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
34 min
November 07, 2024#383 - How Gong's CRO Hires Top Talent: Mastering Interview Tactics (Shane Evans, Gong)
ACTIONABLE TAKEAWAYS:
Ask About Interview Prep: Ask candidates, “What did you do to prepare?” to gauge their commitment and thoughtfulness.

Challenge in Final Interviews: Address yellow flags, past successes, and expected challenges to identify high performers.

Empower Experienced Managers in Hiring: Let senior managers make final hiring calls; stay more involved with junior managers to ensure quality.

Standardize Key Processes: Create an 80% standardized approach for pipeline reviews, forecast calls, and one-on-ones, with 20% flexibility for personalization.

SHANES'S PATH TO PRESIDENTS CLUB:
Chief Revenue Officer @ Gong

Chief Revenue Officer @ TalkDesk

President @ MX

EVP of Sales @ Qualtrics

RESOURCES DISCUSSED:
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
41 min
November 05, 2024#382 - Why Your Cold Call Value Prop Isn't Working | Sales Playbook
This was a preview from our upcoming course, Cold Calls to President's Club: register for the waitlist here

ACTIONABLE TAKEAWAYS:
No Value Propositions. Buzzwords make you sound like a telemarketer, and benefits fall flat without the context of a problem.

Triggering Problem. Instead, lead with a problem so specific that it triggers your prospect and reminds them of a painful memory.

One-Sentence Solution. If you get the problem right, all you need is one sentence to explain your solution (we do X so that the problem goes away).

Interest-Based CTA. Validate their interest before you ask for the meeting, using softening language, no-based questions, and mini push-aways.

RESOURCES DISCUSSED:
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
24 min
November 04, 2024#381 - Hall of Fame: Robin De Vries
FOUR ACTIONABLE SALES TAKEAWAYS
When looking for intel on an account, consider reaching out to ex-employees for insider info

Record simple videos, dont be corny, send them natively on LinkedIn

Don't over-do personalization, weigh the cost/benefit of putting in extra work into your outreach

All personas exist on LinkedIn, don't write it off as a prospecting channel

PATH TO PRESIDENT’S CLUB
Regional Sales Director @ MongoDB

Snr Team Lead High Tech Account Executive @ MongoDB

High Tech Account Executive @ MongoDB

Enterprise Account Executive @ Ivanti

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
34 min
November 01, 2024 #380 - We Answer Your Cold Calling Questions (Sell Better)
This is an except from the Daily Sales Show by Sell Better with Will Aitken

Check out the full show here: https://sellbetter.xyz/daily-show/how-to-book-more-meetings-with-these-cold-call-strategies

30MPC Training: 30mpc.com/training
13 min
October 31, 2024#379 - Why Most Sales Reps Fail As Managers (Mark & Armand)
Mark & Armand link up live and in person to discuss the when, how, and who of promoting sales reps to sales managers

ACTIONABLE TAKEAWAYS:
Efficacy in Sales Management: A sales manager’s primary job is to ensure team efficacy while fostering a supportive environment. Effective managers don’t just oversee but actively build up their teams.

Conscious Competence: It’s crucial for managers to understand the "why" behind their actions. Recognizing the reasons behind effective strategies allows managers to drive consistent, purposeful change.

“Taste Test” Before Promotion: Before fully promoting someone to a managerial role, conduct a "taste test" over a quarter to assess fit. Evaluate if they enjoy the role, excel at it, and if their team gravitates toward them as a leader.

Avoid Common Frictions: Avoiding favoritism, limiting who can apply, or promoting based on performance alone (i.e., “super reps”) can lead to friction. Open opportunities for all and emphasize leadership skills over individual sales metrics.

RESOURCES DISCUSSED:
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
38 min
October 29, 2024#378 - How To Win Complete Control of Your Deals (Dan Flood, Challenger)
ACTIONABLE TAKEAWAYS:
Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion.

Ask Questions to Guide Next Steps: Use questions to guide the process without being pushy, keeping the prospect engaged.

Teach Process Over Just Problems: Beyond identifying issues, recommend processes (like a custom demo over a POC) to build trust.

Uncover Intent Behind Extra Steps: When extra steps are requested, ask what they aim to learn to suggest simpler options.

DAN'S PATH TO PRESIDENTS CLUB:
Senior Vice President of Global Sales @ Challenger

VP of Sales, Account Management @ Challenger

VP of Sales, Major Accounts @ Challenger

Managing Vice President, Sales & Community @ Evanta

RESOURCES DISCUSSED:
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
35 min
October 28, 2024#377 - Hall of Fame: Matthew Mazankowski
Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close

FOUR ACTIONABLE SALES TAKEAWAYS
Do not spend excessive time researching when sometimes calling the account may be the fastest way to get information

Be like the restaurant that is calling you to make a reservation to avoid no shows, send reminders, and set an agenda ahead of time

When telling a customer story describe the persona who felt the problem, the annoyances they felt, the scenery they were in when they felt the problem, and the emotions they felt

If confirming a meeting within one week send a reminder the day before if confirming a meeting more than a week out do a 1 week and day before reminder

PATH TO PRESIDENT’S CLUB
VP of Sales @ Boomerang

Chief Revenue Officer @ Table Needs

VP of Fundraising & Business Development @ Table Needs

Head of Sales & Business Development @ Table Needs

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
33 min
October 24, 2024#376 - How To Develop a Winning Sales Team Culture (Alex Kremer, Alluviance)
ACTIONABLE TAKEAWAYS
Foster belonging to engage the prefrontal cortex: Sales reps thrive when they feel they belong, as it activates their prefrontal cortex, leading to passion—a key trait in top reps.

Start with one-on-one exercises before group activities: Begin with individual sessions like "Rosebud Thorne" to ease reps in before moving to larger group exercises.

Use the 'Four H's' to build deeper connections: Ask reps to share four things—history, a hero, a heartbreak, and hope—to foster trust and authenticity.

Gradually share personal insights: Start by setting the example, then have reps journal, share one-on-one, and finally share with the group, building comfort step by step.

ALEX'S PATH TO PRESIDENTS CLUB
Founder & CEO @ Alluviance

Director of Sales Commercial @ Outreach

Director of Sales Corporate @ Outreach

Territory Account Executive @ Microsoft

RESOURCES DISCUSSED
Alex's Arise Retreat

Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
38 min
October 22, 2024#375 - How To Avoid Competitors Undercutting Your Deals (Johnny Larson, Talkdesk)
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

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.