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30 Minutes to President's Club | No-Nonsense Sales
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30 Minutes to President's Club | No-Nonsense Sales episodes
- #364 - Own the Sales Cycle: How to Take Command from Call One (John Barrows)
Join John's Newsletter
FOUR ACTIONABLE TAKEAWAYS
Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to hear to earn another meeting with your full attention?" Focus on that.Lead with a hypothesis: Instead of asking generic discovery questions, start with a hypothesis about their priorities based on research, showing you did your homework.Decision criteria: Prospects may focus on the wrong decision factors. Share a list of common criteria and ask them to rank their priorities to guide the discussion.Demo as you go: Don't save all product demos for the end. Show small pieces of the product during the conversation, interspersing discovery throughout.RESOURCES DISCUSSED
- Join our weekly newsletter
- Things you can steal
30MPC Training: 30mpc.com/training
35 min - #363 - Hall of Fame: Michelle Cecil
FOUR ACTIONABLE SALES TAKEAWAYS
- Recognize your SE and team members who help you on deals & onsites
- Call each attendee after a meeting to thank them for their time and ask them for their feedback
- When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" as a softer ask
- Send a multiple choice pre-meeting survey to each of a meeting's attendees to ask questions about the client's current state
PATH TO PRESIDENT’S CLUB
- Commercial Sales Manager @ Procore
- Account Executive, Enterprise @ Procore
- Account Executive, Majors @ Procore
- Account Executive, Mid-Market @ Procore
RESOURCES DISCUSSED
- Join our weekly newsletter
- Things you can steal
30MPC Training: 30mpc.com/training
37 min - #362 - Find Top 1% Sellers with Proven Outbound Recruiting Tactics (Armand Farrokh, 30MPC)
TOP ACTIONABLE SALES TAKEAWAYS:
Connect with your team: Be connected with everyone at your company to easily back-channel info about candidates through mutual connections.Three-step candidate drip: Use a three-message drip when outbounding candidates—intro, bubble-up, and ask for referrals if they aren’t interested.Mini-pitch framework: Pitch by sharing your personal story, explaining your team’s philosophy, and highlighting what impressed you about the candidate.Sell before screening: Don’t grill outbound candidates. Ask them to brag about what sets them apart, and judge their quality based on that.ARMAND'S PATH TO PRESIDENTS CLUB:
- Founder @ 30MPC
- VP of Sales @ Pave
- Director of Sales @ Carta
RESOURCES DISCUSSED:
- Join our weekly newsletter
- Things you can steal
30MPC Training: 30mpc.com/training
40 min - #361 - Tactical Steps to Speed Up Your Sales Cycle (Brian Lochner, Terminus)
Get our free Account Research toolkit
FOUR ACTIONABLE TAKEAWAYS
Mixtape Demo: Instead of sending a full 60-minute demo recording, send short, highlight snippets that prospects can easily share and digest.Clarify Vague Terms: When prospects use broad terms like "ABM," ask them to define what it means in their context to get more specific insights.Match Test Demo: Customize demos by using the prospect’s own data to show how your product works with their top accounts, making the experience more relevant.Real-World Business Case: Use the results from the match test to build a realistic business case, avoiding inflated ROI figures and focusing on actual outcomes.PATH TO PRESIDENT’S CLUB
- Enterprise Account Executive @ Terminus
- Account Executive, Mid-Market @ Yext
- Senior AE, Partner @ Yext
- Business Development Account Manager @ Worldwide Express
RESOURCES DISCUSSED
- Join our weekly newsletter
- Things you can steal
30MPC Training: 30mpc.com/training
36 min - Product Roadmap: Q4 2024 (Course, Community, Content)
Here's and update on our reflections from Q3 and what we have planned for October-December 2024 on 30 Minutes To Presidents Club.
Sales Course & Community
➥ Get on the waitlist: https://30mpc.com/course
➥ Subscribe so you don't miss updates: https://tactics.30mpc.com/newsy
❏ More 30MPC ❏
➥ Follow Armand on Twitter: https://twitter.com/armandfarrokh
➥ Follow Nick on Twitter: https://twitter.com/NickCeg
➥ YouTube: https://www.youtube.com/@30MPC
➥ Tactic Teardowns: https://www.30mpc.com/teardown
➥ Follow on Instagram: https://www.instagram.com/30minutestopresidentsclub/
#30Minutestopresidentsclub #30mpc #bookoncoldcalling
- Join our weekly newsletter
- Things you can steal
30MPC Training: 30mpc.com/training
14 min - #360 - Lead Playbook: The Perfect 5-Stage Sales Process
Mark walks Armand through his step by step B2B sales process
MARK'S PATH TO PRESIDENT’S CLUB
- Chief Revenue Officer @ Catalyst Software
- Sr. Vice President of Global Sales @ Outreach
- Regional Sales Director @ School Specialty Planning & Student Development
- Sr. Account Management @ Great American Opportunities
RESOURCES DISCUSSED
- The Sales Process Doc
- Check Out Operator
- Join our weekly newsletter
- Things you can steal
30MPC Training: 30mpc.com/training
46 min - #359 - How to Eliminate the 'No Decision' Risk and Close More Deals (Brian LaManna, Gong)
FOUR ACTIONABLE TAKEAWAYS
- Multi Single-Threading: After a big team meeting, send individual follow-up messages to key stakeholders. This helps build relationships without asking for anything, creating future points of contact.
- Daily Pipeline Review: Every day, look at your deals and think of specific actions to increase your chances of winning, maintaining daily momentum across opportunities.
- Win One Stakeholder at a Time: Focus on winning over stakeholders one by one at different stages—manager during discovery, director during the demo, and VP at the big team meeting.
- Structured Sales Cycle: Brian’s sales process follows a clear path: discovery, demo, big team demo, pilot, and finally commercial negotiation.
PATH TO PRESIDENT’S CLUB
- Senior Mid-Market Account Executive @ Gong
- Mid-Market Account Executive @ Gong
- Commercial Account Executive @ Gong
- Senior Commercial Account Executive @ Gong
- Enterprise Account Executive @ BrightEdge
RESOURCES DISCUSSED
- Join our weekly newsletter
- Things you can steal
30MPC Training: 30mpc.com/training
36 min - #358 - Hall of Fame: Maddy Jackson
FOUR ACTIONABLE TAKEAWAYS
- If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations
- Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle
- Someone liking your offering does not make them an effective champion, ask questions like "Is {title} aware of these conversations?" to test them
- When trying to get access to power use labelling statements like "I often hear {title} likes to weigh in, is that the same for you?"
PATH TO PRESIDENT’S CLUB
- Account Executive @ Webflow
- Account Executive @ SafeGraph
- Account Executive @ Procore Technologies
RESOURCES DISCUSSED
- Join our weekly newsletter
- Things you can steal
30MPC Training: 30mpc.com/training
29 min - #357 - How to Ask For The Meeting and Make Sure They Show Up (Tenbound Podcast)
This is an except from the Tenbound podcast with David Dulany
Check out the GTM podcast here: https://tenbound.com/podcasts/
- Join our weekly newsletter
- Things you can steal
30MPC Training: 30mpc.com/training
8 min - #356 - Having Immediate Impact When Taking Over a Sales Team (Chris Nethercote, Common Room)
ACTIONABLE TAKEAWAYS
- Empower your reps with a clear discount menu, outlining what’s approved for negotiations. Include things like signing during the trial, committing to case studies, or G2 reviews to speed up late-stage deals.
- Before taking over a team or segment, review call recordings and data like sales cycle length and ACV to identify where you can have the biggest impact.
- Assess the spacing between sales calls and find opportunities to consolidate steps or reduce gaps to shorten the sales cycle.
- Introduce a structured proof of concept (POC) with three defined calls over 14 days, dictating trial activities and clear exit criteria for smoother decision-making.
CHRIS' PATH TO PRESIDENTS CLUB
- Head of Commercial @ Common Room
- Vice President of Sales @ Metadata
- Head of Sales @ Metadata
- Sr. Account Executive @ Metadata
RESOURCES DISCUSSED
- Things you can steal
- Join our weekly newsletter
30MPC Training: 30mpc.com/training
33 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.
30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, including:
Prospecting: How to open conversations to triple your pipeline
Discovery: How to ask questions that uncover massive pain
Process: How to get big contracts over the line
Leadership: How to hire and train world class teams.
Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-host Mark Kosoglow (CRO @ Catalyst, ex-Outreach).
Whether you're a seller listening to the (SELL) show or leader tuning into the (LEAD) show…
Get ready, you're going to President's Club.
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