How to Control the Sale Without Sounding Pushy | Anthony Firenzi | Ep. 304 (Sell)
FOUR ACTIONABLE TAKEAWAYS:
Position yourself as a partner, not a decision-maker, during negotiations. Frame your CFO or leadership as the final approver to deflect pressure and control the conversation
Use a sliding scale for discounts based on timeline. Offer steeper discounts for faster signatures to create urgency without arbitrary end-of-month pressure
Steer discovery and demos toward problems that matter. Don’t get stuck solving small issues—recommend workflows tied to real business impact and executive priorities
Drive deal velocity without discounting by pre-scheduling the implementation call. Lock in post-sale steps early to create natural pressure toward closing
PATH TO PRESIDENT’S CLUB:
Head of Sales, Unified GTM
Strategic Accounts, Lattice
Enterprise Account Executive, Lattice
Mid-Market Account Executive, Lattice
Business Development Representative, Lattice
RESOURCES DISCUSSED:
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37:36
How to Nail Large Sales Meetings | David Rosenstein | 30MPC Hall of Fame
ACTIONABLE TAKEAWAYS:
Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy.
Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, you've still gained ground.
Reframe Intentional Limitations: When faced with an objection or missing feature, consider if it’s intentional by design. Reframe it as a benefit aligned with the prospect’s goals.
Prep for Large Meetings: Divide the room strategically. Prep with your champion, pre-call each stakeholder, then personalize questions in the meeting to tailor the conversation.
DAVID'S PATH TO PRESIDENTS CLUB:
Senior Account Executive MM @ LinkedIn
Account Executive SMB @ LinkedIn
Sales Development Representative @ LinkedIn
Creator Manager @ LinkedIn
RESOURCES DISCUSSED:
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40:15
How to Build a Cold Calling Culture | Colin Specter | Ep. 303 (Lead)
FOUR ACTIONABLE TAKEAWAYS:
Schedule Everything: Cold call success starts with structure. Use scheduled power hours, follow-ups, and prospecting blocks to bring order and focus to your SDRs' day.
Create Rituals That Boost Energy: Host a weekly kickoff meeting to align the team, recognize wins, and run call reviews. Energy is everything—ritualize it.
Hold Reps to Input Standards: 150 dials per day is the expectation. If reps fall short, diagnose whether it’s a skill, will, or workflow issue and address it head-on.
Use Your Top Reps as the Spark: Find your believers and get them dialing in public. Team momentum starts with a few people on fire—and then it spreads.
COLIN'S PATH TO PRESIDENT’S CLUB:
SVP of Revenue, Orum
VP of Sales, Namely
Senior Director of Sales, Namely
Sales Manager, Zocdoc
Sales Executive, Zocdoc
RESOURCES DISCUSSED:
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37:37
The Demo Framework That Actually Closes Deals | Robert Friedland | Ep. 302 (Sell)
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
Sales Engineer @ Squint
Head of Solutions Architecture @ Pave
Field CTO @ Sisense
Sales Engineering Manager @ Sisense
RESOURCES DISCUSSED
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36:04
Be Upfront With Discovery | Mark Nietzel | 30MPC Hall of Fame
ACTIONABLE TAKEAWAYS:
Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome.
Dangle the Carrot: Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery points before diving into the demo.
Anchor to an Outcome: Start the call by setting a clear decision-oriented goal, such as determining if further evaluation is worth their time.
Be Blunt About Goals: In rip-and-replace scenarios, state the stakes directly, like weighing the pain of switching versus the potential benefits. This disarming honesty builds trust.
MARK'S PATH TO PRESIDENTS CLUB:
Commercial Sales Manager @ Procore
Sales Manager, Emerging @ Procore
Enterprise Account Executive @ Procore
Senior Account Executive, Mid-Market @ Procore
RESOURCES DISCUSSED:
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Things you can steal
Michelle Cecil Episode
Sobre 30 Minutes to President's Club | No-Nonsense Sales
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Discovery: How to ask questions that uncover massive pain
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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.