30 Minutes to President's Club | No-Nonsense Sales
Armand Farrokh & Nick Cegelski
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, LinkedI...
No Champion, No Deal: How to Find and Develop Champions | Krysten Conner | Ep. 282 (Sell)
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:
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Things you can steal
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40:50
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:
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Things you can steal
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41:05
How to Train Teams on Discovery That Digs Deeper and Closes Bigger | Eleanor Dorfman | Ep. 281 (Lead)
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:
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Things you can steal
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39:46
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:
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54:09
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
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Things you can steal
About 30 Minutes to President's Club | No-Nonsense Sales
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 seller listening to the (SELL) show or leader tuning into the (LEAD) show…
Get ready, you're going to President's Club.
Listen to 30 Minutes to President's Club | No-Nonsense Sales, The Diary Of A CEO with Steven Bartlett and many other podcasts from around the world with the radio.net app
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