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

August 20, 2024#345 - Sell Playbook: The Definitive Objection Handling Guide (Jason Bay, Outbound Squad)
Jason Bay, Nick, and Armand walk through how to handle almost all the objections you can encounter on a cold call

RESOURCES DISCUSSED
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Things you can steal

The Book on Cold Calling

Outbound Squad
30MPC Training: 30mpc.com/training
48 min
August 19, 2024#344 - Hall of Fame: Chase Macaione
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer.

What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call.

Have reps come in with a hypothesis or a POV based on what they see about the company. If the company is shrinking, the way you do discovery will be different from if it is growing.

List out discovery questions to get people from high-level pain to deeper pain.

PATH TO PRESIDENT’S CLUB
Director of Commercial Sales @ Zip

Sales Director @ Celonis

Strategic Account Executive @ Celonis

Regional Sales Manager @ Oracle

RESOURCES DISCUSSED
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Things you can steal

Chase Macaione's Discovery Call Prep Sheet & Guide
30MPC Training: 30mpc.com/training
35 min
August 16, 2024#343 - Sell Playbook: The 5 Most Common Cold Call Objections
Get our book on cold calling "Cold Calling Sucks (and that's why it works)"

Nick and Armand walk through the five most common cold calling objections and run through ways you can overcome them.
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Things you can steal
30MPC Training: 30mpc.com/training
12 min
August 15, 2024#342 - Proven Methods for Coaching AEs to Master Discovery and Close More Deals (Sean Gentry, WebFlow) (Sean Gentry, WebFlow)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Ensure every deal in your CRM includes the date, specific next step, and goal to make pipeline reviews more outcome-focused.

Use one-on-one meetings with reps for targeted role plays to better prepare for upcoming meetings, rather than generic team-wide role plays.

Assess early-stage deals by confirming if there's a recognized problem and if the prospect is willing to solve it with you.

Focus on evaluating large early-stage deals first during pipeline reviews, as they are often more crucial than late-stage deals.

PATH TO PRESIDENT’S CLUB
Sr. Manager, Corporate Sales @ Webflow

Course Instructor & Founding Member @ pclub.io

Customer-Led Growth Advisor @ Catalyst Software

Dir. of Sales @ Outreach

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
33 min
August 14, 2024#341 - Live Book Summary: Cold Calling Sucks (And That’s Why It Works)
Hey folks, today's the day.

The book is officially live and the digital version is only $1 until Friday.

You can get the book here :)

- From your two favorite 30MPC sales goons, Armand and Nick
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Things you can steal
30MPC Training: 30mpc.com/training
59 min
August 13, 2024#340 - Master Parallel Selling Strategies to Speed Up Every Deal (Samantha McKenna, #samsales Consulting)
ACTIONABLE TAKEAWAYS:
Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction

Schedule multiple next steps simultaneously if they're not dependent on each other to accelerate the deal.

Determine whether the prospect will present, ask, or inform the board about the purchase, and prepare accordingly.

Ask your champion questions that they might not know, prompting them to involve higher-ups who can provide answers.

SAM'S PATH TO PRESIDENTS CLUB:
CEO @ Sam Sales

Head of Enterprise Sales @ LinkedIn

Vice President North America Sales @ ON24
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Things you can steal
30MPC Training: 30mpc.com/training
35 min
August 12, 2024#339 - Hall of Fame: Will Padilla
FOUR ACTIONABLE TAKEAWAYS
Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation.

Not interested: Is it because you’re not interested in influencer software or is it something I said?

Who is this: Run right back into the permission-based opener again.

I hate cold calls: Try to set up a non-cold call and get out of their way.

PATH TO PRESIDENT’S CLUB
Senior Account Executive @ Inveterate

Sr. Account Executive @ GRIN

Sales Coach @ CourseCareers

Business Development Representative @ Connect Searh, LLC

Business Development Representative @ Arrive Logistics

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
33 min
August 09, 2024#338 - Sell Playbook: Value Propositions on Cold Calls
Get our book on cold calling "Cold Calling Sucks (and that's why it works)"

Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold calls
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Things you can steal
30MPC Training: 30mpc.com/training
13 min
August 08, 2024#337 - How to Avoid Hiring the Wrong Sales Reps and Build a Winning Team (John Sherer, Growth Assistant)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Ask why the candidate is leaving their current job and why they want to join yours. This assesses their storytelling ability, crucial for sales.

Once you want to hire someone, sell them on your company but also highlight potential downsides. This builds trust and sets realistic expectations.

If unsure about a hire, don't proceed. Second-guessing can lead to issues and regret.

Offer positions without negotiating compensation. Emphasize performance-based pay; top earners prove it on the leaderboard.

PATH TO PRESIDENT’S CLUB
COO @ Growth Assistant

VP of Sales @ Lattice

Sales Director @ Lattice

VP of Sales @ Appcues

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
32 min
August 06, 2024#336 - Asking The Right Questions on Cold Calls (Josh Braun, Braun Training)
FOUR ACTIONABLE TAKEAWAYS
Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap

When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solution's end-state

Ask about specific situations to accurately identify the exact problems the prospect is facing

Learn and practice delivering problem stories that are tailored to each potential situation your buyers may be in

PATH TO PRESIDENT’S CLUB
Founder, Braun Training

Former Head of Sales @ Basecamp

Former VP of Inside Sales @ Jellyvision

RESOURCES DISCUSSED
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Josh Braun's Tongue Tied flashcards

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