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 12#555 - Discovery Masterclass: Everything You Need to Run a Perfect Discovery Call
Learn more: https://www.30mpc.com/course/discovery-course
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ACTIONABLE TAKEAWAYS:
Structure Your Call in 3 Parts: Great discovery calls have three distinct chapters—(1) the first five minutes to establish credibility and set your PPO agenda (Purpose, Plan, Outcome), (2) the next 20 minutes to uncover meaningful problems while building trust, and (3) the last five minutes to run your Five Minute Drill and determine if it’s worth setting a next step.

Use Discovery Trees to Guide Questions: Map out your prospect’s problems in four layers—situation, operational pain, executive problem, and business impact. Use simple transitions like “so what?” to climb down the tree, and reverse it when execs start with big priorities. Don’t just ask questions—build a roadmap first.

Balance Give and Take: If you only ask questions, you’re interrogating. Use playbacks, pile-ons, praise, and parallel stories to add value throughout the call and build trust. Use vertical questions to go deeper on one topic instead of jumping all over the place.

Run a Tight Five Minute Drill: In the last five minutes, validate if they want to solve the problem, when they want to solve it, and how they buy. Suggest the timeline and buying process based on what you’ve seen work—not what they think they should do. If they’re serious, schedule the next step while you’re still on the call.

🏋 30MPC Training: ⁠30mpc.com/training
52 min
March 10 #554 (Trailer) - Don't Sell to Your Champion. Sell THROUGH Them. (2 Real Emails)
Full video HERE'

The fastest way to reach the executive who can green-light your deal: write the email they’ll actually read.
Nate Nasralla breaks down two real examples of emails you can draft for your champion to forward directly to their boss.
Instead of selling to your champion, write the message so they can sell through them.
Open with a priority the executive already cares about so the email immediately feels relevant.
Use insights from discovery to highlight the tension or bottleneck slowing the team down.
Then close with an executive-level ask—getting their take on a decision, tradeoff, or pilot.

These Courses Will Get You to President’s Club:
🏋 30MPC Training: ⁠30mpc.com/training
☎️ Cold Call Course: https://bit.ly/4jqQ4w2
📧 Cold Email Course: http://bit.ly/44K6jy3
🔮 Discovery Course: https://bit.ly/4cQYaM8
💰 Exec Selling Course: https://bit.ly/4lCtJh7
👥 Leadership Course: https://bit.ly/4o8KtMT
🛠️ Free Toolkits: http://bit.ly/4nZwvO5

Get More Tactics:
Buy Brief & Brilliant here
Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
Things you can steal and use today – https://linktr.ee/30mpc_youtube
2 min
March 05#553 - How to Run Discovery Without Obsessing Over Questions | Gal Aga ft. Aligned
Most sellers obsess over asking the perfect discovery question. In this episode, Gal Aga breaks down why great discovery has nothing to do with memorized questions and everything to do with understanding the problem, finding the root cause, and guiding the buying process.

🎙️ ACTIONABLE TAKEAWAYS:
Focus on the problem, root cause, and impact you need to uncover, not memorizing discovery questions.

Only prep the first 5–10 minutes with a POV and agenda, then let the conversation flow.

Bring a point of view from research so buyers feel understood and the discussion starts deeper.

Treat discovery as something you continue throughout the deal, especially with new stakeholders.
GAL’S PATH TO PRESIDENT’S CLUB:
CEO & Co-Founder of Aligned

21 years in B2B sales, including AE, Sales Director, VP Sales and CRO roles

Built 5 sales orgs from scratch:
These Courses Will Get You to President’s Club:
👥 Leadership Course

💼 Selling to the C-Suite Course

📧 Cold Email Course

☎️ Cold Call Course

🔮 Discovery Course

🛠️ Free Toolkits

🏋 30mpc.com/training

Get More Tactics:
How To Win More Deals Using The Give/Gets Equilibrium

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

Things you can steal and use today – https://linktr.ee/30mpc_youtube
37 min
March 03 #552 - Live Cold Calling: Can This Grouchy Old CRO Even Book A Meeting?
Full video HERE

A seasoned CRO grabs the phone, goes undercover as “Bob Smith,” and makes live cold calls trying to book five connects as fast as possible. No script reading. No brand flex. Just real dials, real objections, and real pressure.
You’ll hear the exact opener that gets people talking, the provocative question that instantly hooks sales leaders, and the “Green Turkey” move that turns any answer into momentum. There’s a meeting booked by backing off instead of pushing, referrals created on the fly, and a few brutal rejections along the way.
If you want to know what cold calling actually sounds like in the wild and what it really takes to generate pipeline on the phone, this episode delivers.

These Courses Will Get You to President’s Club:
🏋 30mpc.com/training
👥 Leadership Course
💼 Selling to the C-Suite Course
📧 Cold Email Course
☎️ Cold Call Course
🔮 Discovery Course
🛠️ Free Toolkits

Get More Tactics:
Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
Things you can steal and use today – https://linktr.ee/30mpc_youtube

2 min
February 26#551 - How to Ramp Sales Reps to President’s Club Faster | Marcus Chan
In this sales leadership masterclass, Marcus Chan breaks down a week-by-week ramp plan, real-play coaching system, and time management framework that turns new hires into consistent revenue producers fast.

🎙️ ACTIONABLE TAKEAWAYS:
Tee reps up instead of taking over calls: Guide them toward the next talk track rather than jumping in and owning the conversation.

Create a parking lot for leadership ideas: Capture thoughts in a 1:1 doc instead of sending reactive Slack messages that distract the team.

Make role play part of the culture — not just onboarding: Demonstrate first, give one clear improvement at a time, and practice right after real calls.

Show reps what a President’s Club week looks like: Build a clear calendar blueprint so they know how to structure their time to win.
MARCUS’ PATH TO PRESIDENT’S CLUB:
Sales Leader @ Multiple Orgs (3–110 reps) - Hit President’s Club 9/10 years, drove $190M new business, ran $195M P&L.

Corporate Sales Professional @ 2 Fortune 500 Companies - Promoted 12x in 8 years, #1 in every role.

Author & Thought Leader - WSJ Best-Selling Author, featured in Forbes, Yahoo! Finance, Salesforce.

These Courses Will Get You to President’s Club:
🏋 30mpc.com/training
👥 Leadership Course
💼 Selling to the C-Suite Course
📧 Cold Email Course
☎️ Cold Call Course
🔮 Discovery Course
🛠️ Free Toolkits

Get More Tactics:
How ELITE Sales People Structure Their Day

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

Things you can steal and use today – https://linktr.ee/30mpc_youtube
41 min
February 24 #550 - How Many Meetings Can I Book Off 6,474 Personalized Cold Emails?
Full Video HERE

We did the one thing you’re never supposed to do: We tried to blast our entire contact list of 224,000 people.
But instead of sending generic spam, we built a workflow in Clay to automate the deep research usually reserved for one-off emails. The goal? To find sales leaders whose *own reps* were already watching our content, and use that data to send 6,000+ hyper-personalized messages at scale.
In this video, we break down the exact 5-step workflow we used to filter our list, the "Trojan Horse" data strategy we used to personalize every single message, and the honest results of the campaign (including the big mistake that cost us thousands of opens).
======
GET THE RESOURCES FROM THIS VIDEO
- Steal the Clay Prospecting Table we used: https://app.clay.com/shared-workbook/share_0t9swvgU7tkm8MGhuKZ
- The Exact ChatGPT Email Prompt: https://www.30mpc.com/blog/chatgpt-prompt-b2b-courses
======
THE TECH STACK
- Data Enrichment: Clay
- CRM Source: HubSpot
- Email Writing: Anthropic (Claude) via Clay
- Sequencing: Clay Sequencer
- Data Sources: LinkedIn, Newsletter Lists

- 30MPC Training: 30mpc.com/training
======
ABOUT THIS EXPERIMENT
Most people think you have to choose between "mass blast" and "manual personalization." We wanted to prove you can do both. We took a list of 224,000 followers, threw them into a Clay table to enrich the data, and filtered for Sales VPs with 10+ reps. We then cross-referenced that with our CRM to see which specific reps on their teams were consuming 30MPC content.
The result? An AI-written email that looked 100% human-written, referencing specific employees by name.
Watch to see:
1. How we filtered 224,000 leads down to the top 1% highest intent buyers.
2. The specific AI prompt that references rep names and consumed content.
3. Why running this campaign in December was a massive failure.
2 min
February 19 #549 - The World's Weirdest Sales Trainer Does Cold Call Objection Roleplay | Giulio Segantini
Giulio Segantini is back and this time it’s pure objection-handling firepower.
If you sell anything over the phone, this is a tactical breakdown of how to handle “send me an email,” “we’re already working with someone,” “too expensive,” “not interested,” and every other cold call objection without sounding scripted or desperate.
Built around Giulio’s 'ACE Framework' (Accept → Consent → Explore), this is a masterclass in real-world objection handling for SDRs, AEs, and sales leaders.

These Courses Will Get You to President’s Club:
🏋 30MPC Training: 30mpc.com/training
👥 Leadership Course: https://bit.ly/4o8KtMT
📧 Cold Email Course: http://bit.ly/44K6jy3
☎️ Cold Call Course: https://bit.ly/4jqQ4w2
🔮 Discovery Course: https://bit.ly/4cQYaM8
🛠️ Free Toolkits: http://bit.ly/4nZwvO5
Get More Tactics:
Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
Things you can steal and use today – https://linktr.ee/30mpc_youtube
42 min
February 17 #548 - Executive Sales Masterclass: Close Big Deals At Power (Step-by-Step)
Close Complex Enterprise Deals by Selling the Problem, Not the Product
Jen Allen-Knuth breaks down how to win executive deals by anchoring every conversation to a strategic objective and building urgency around cost of inaction.
Prospect into the C-suite with a 4-step structure: objective → problem hypothesis → status quo → insight (not a pitch).
Run discovery around objectives, obstacles, current approach, and negative consequences—then close with “Is this worth solving?” and “Is this worth solving now?”
Multithread by aligning on a one-page problem statement, ghostwriting the buying group invite, surfacing deal friction early, and facilitating consensus in the room.

These Courses Will Get You to President’s Club:
🏋 30MPC Training: 30mpc.com/training👥 Leadership Course: https://bit.ly/4o8KtMT
📧 Cold Email Course: http://bit.ly/44K6jy3
☎️ Cold Call Course: https://bit.ly/4jqQ4w2
🔮 Discovery Course: https://bit.ly/4cQYaM
🛠️ Free Toolkits: http://bit.ly/4nZwvO5
Get More Tactics:
Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
Things you can steal and use today – https://linktr.ee/30mpc_youtube
33 min
February 12#547 - Running The Big Team Meeting: 7 Steps to Group Problem Consensus | Jen Allen-Knuth
Over the last 12 to 16 weeks, we’ve been sitting down with the one and only Jen Allen-Knuth (2–3 hours per week, plus an entire week of shooting) to build her course: Selling to the C-Suite. This is everything you could possibly need to close a 6–7 figure deal at power. Backed by Gong data of and 1M+ executive-level sales cycles.
https://www.30mpc.com/course/multithreading-exec-selling-course-selling-to-the-c-suite
FOUR ACTIONABLE TAKEAWAYS
Start by aligning on the problem in the big team meeting and sell your champion on why it’s important.

At the beginning of the big team meeting present in this order, the problem > the cost of inaction > alternatives which include you.

In the big team meeting, call out those people who are not voicing their perspectives and create a safe space to air out problems.

Even if there is consensus, push for one more person to get involved in the deal cycle before making a solution recommendation.

GET MORE TACTICS
Join our weekly newsletter – https://hubs.ly/Q01-R33G0

Things you can steal and use today – https://linktr.ee/30mpc

30MPC Training: 30mpc.com/training
35 min
February 10 #546 - Fixing the WORST Cold Call Pitches Known to Man
Nick Cegelski breaks down why most cold call pitches fail—and how to fix them. Nick explains why generic value propositions packed with buzzwords like optimize, streamline, and AI-powered sound nice but mean nothing to buyers. Instead, he introduces the problem proposition framework: leading with a vivid, emotionally charged problem your buyer actually feels, then briefly showing how you solve it. Through real-world pitch rewrites (including Ramp and Laurel), Nick shows how to ditch marketing jargon, speak in “dumb human language,” and build cold call openings that spark curiosity instead of instant objections.

These Courses Will Get You to President’s Club:
🏋 30MPC Training: 30mpc.com/training
👥 Leadership Course: https://bit.ly/4o8KtMT
📧 Cold Email Course: http://bit.ly/44K6jy3
☎️ Cold Call Course: https://bit.ly/4jqQ4w2
🔮 Discovery Course: https://bit.ly/4cQYaM8
🛠️ Free Toolkits: http://bit.ly/4nZwvO5

Get More Tactics:
Problem proposition resources:
1. https://tactics.30mpc.com/openers
2. https://www.30mpc.com/newsletter/how-to-build-the-perfect-cold-call-pitch
Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
Things you can steal and use today – https://linktr.ee/30mpc_youtube
20 min

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