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...
Reignite Your Remote Sales Team With This One Tactic | Todd Caponi | Ep. 300 (Lead)
Join the 30MPC Discovery Course waitlist TODAY and get first dibs: https://clubpass.30mpc.com/discovery-course.
FOUR ACTIONABLE TAKEAWAYS
Run firmographic sprints with customer interviews. Ask about headwinds/tailwinds, KPIs, where they learn, and which sales emails stand out to better understand their world.
Prep customers before training sessions. Make it clear their job is to teach the buyer’s world—not give a product testimonial—so reps get true industry insight.
Structure sprints for learning and sharing. Start with external education, then shift to reps sharing industry insights weekly to build confidence and fluency.
Use recognition over cash to motivate. A visible $100 spiff with scarcity and public praise was more effective than a quiet commission boost. Recognition > raw dollars.
PATH TO PRESIDENT’S CLUB
Founder, Speaker, & Workshop Leader @ Sales Melon
Author (The Transparency Sale & The Transparent Sales Leader)
Managing Director @ VentureScale
Chief Revenue Officer @ PowerReviews
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
--------
39:12
How to Keep it Simple When Selling to Execs | Morgan Melo | Ep. 299 (Sell)
Join the 30MPC Discovery Course waitlist TODAY and get first dibs + $25 off your first TWO months of Club Pass: https://clubpass.30mpc.com/discovery-course.
FOUR ACTIONABLE TAKEAWAYS
Assume your buyer has 60 seconds to pitch your product internally. When sending recaps or justification materials, skip the deck—send 2–3 crisp bullets that clearly communicate the top reasons to buy.
Reset the agenda mid-call if needed. If a buyer jumps straight into content or things go off the rails, pause and suggest how to best use the remaining time. This keeps the call focused and productive.
Use a “vibey demo” to open, then do deeper discovery later. Morgan starts with a product overview to spark curiosity, then uses the second call to dig into what resonated and why—leading to richer discovery.
Reverse-engineer problems from product interest. When a buyer reacts positively to a feature, follow up with, “People usually want that because they’re struggling with X or Y—what’s going on in your world?”
PATH TO PRESIDENT’S CLUB
Strategic Account Director @ Pave
Enterprise Account Executive @ Pave
Healthcare & Life Science Account Executive @ Carta
Client Strategist @ PwC
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
--------
37:18
How to Sell Without Sounding Like a Salesperson | Courtany Williams | Ep. 298 (Lead)
Join the 30MPC Discovery Course waitlist TODAY and get first dibs + $25 off your first TWO months of Club Pass: https://clubpass.30mpc.com/discovery-course.
FOUR ACTIONABLE TAKEAWAYS
KPIC + Make Them Hold It: In demos, tie each feature to the prospect’s problem, impact, and desired change—then ask them to visualize how they’d use it in their world.
Assume, Don’t Assert: Instead of saying “we can solve this,” say “assuming we can solve this, what would change?” It builds trust and invites them into the solution.
Confirm Before Next Steps: Before talking price or next calls, ask if they believe it solves their problem. If they say yes, follow up with “what stood out to you?”
Tie Next Steps to Their Goals: Frame multithreading as being in their best interest. “To solve this, we’ll need [person] on board. How can we make that happen?”
COURTANY'S PATH TO PRESIDENT’S CLUB
Director, Growth Sales @ Unbounce
Director of Growth Sales @ Insightly
Sales Manager, Growth @ Insightly
Senior Account Executive @ Insightly
Corporate Account Executive @ UserTesting
RESOURCES DISCUSSED
Read: Join our weekly newsletter
Steal: Templates, drips, scripts
--------
38:16
The #1 Mistake Reps Make When Moving from Disco to Demo | Kevin "KD" Dorsey | Ep. 297 (Sell)
Join the 30MPC Discovery Course waitlist TODAY and get first dibs + $25 off your first TWO months of Club Pass: https://clubpass.30mpc.com/discovery-course.
FOUR ACTIONABLE TAKEAWAYS
Demo with KPIC + Make Them Hold It: Tie each feature to a known problem and impact, then ask how they'd use it to make the solution tangible and relevant.
Use “Assuming We Can…”: Frame your solution as a possibility to lower defenses. This pulls the prospect in and gets them imagining success without feeling sold to.
Reference Problem Children: Personalize the demo by naming specific team members or pain points, making it easier for the buyer to visualize solving their real-world problems.
Multithread with Purpose: Frame next steps as critical to their success, not yours—“To get you what you want, we’ll need Jane’s input too. How can we involve her?”
KD'S PATH TO PRESIDENT’S CLUB
CRO @ Finally
SVP of Sales and Partnerships @ Bench Accounting
Practice Lead, Revenue Leadership @ Winning by Design
VP of Inside Sales @ PatientPop Inc.
Head of Sales Enablement & Development @ ServiceTitan
VP of Sales @ SnackNation
RESOURCES DISCUSSED
Read: Join our weekly newsletter
Steal: Templates, drips, scripts
--------
40:44
How to Help Your Team Find & Leverage Warm Referrals | Kelvin Sims | Ep. 296 (Lead)
Join the 30MPC Discovery Course waitlist TODAY and get first dibs + $25 off your first TWO months of Club Pass: https://clubpass.30mpc.com/discovery-course.
FOUR ACTIONABLE TAKEAWAYS
Establish a Clear Reference Policy: Without a structured reference policy, reference calls become chaotic, frustrating customers and reps alike. Set clear guidelines to manage them effectively.
Optimize the Time Between Meetings: Sales doesn’t just happen in meetings. Define clear steps for reps to take between meetings to maintain momentum and advance deals.
Leverage Your Network for Referrals: Take a list of active discovery calls, cross-reference with Sales Navigator, and identify referral opportunities from leadership, investors, and past customers.
Strategically Introduce Connections: If a referral is strong, facilitate an immediate intro. If weaker, have the AE use it as a warm door opener to build rapport before making the ask.
KELVIN'S PATH TO PRESIDENT’S CLUB
Sr Sales Manager @ Vitally.io
Sales Manager @ Vitally.io
Sales Manager @ Drift
Manager, Renewals & Account Management @ Drift
RESOURCES DISCUSSED
Read: Join our weekly newsletter
Steal: Templates, drips, scripts
Sobre 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.