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...
How to Open & Close More Deals With Key Accounts | Maddy Jackson | Ep. 284 (Sell)
ACTIONABLE TAKEAWAYS:
Permission-Based Introduction: Identify an executive, then request an intro to their top lieutenant by tying outreach to an executive-level metric they care about.
Funding Intent Matters: Don’t just track funding announcements—dig into how the company plans to use the money and align outreach to support that goal.
AE & SDR Account Strategy: AEs select accounts, build a POV, and own outreach to execs, while SDRs focus on below-the-line contacts with AE guidance.
Account Tiering System: Rank accounts as green (30-50), yellow (130), or red (30-50) based on deal size and buying likelihood to prioritize outreach effectively.
MADDY'S PATH TO PRESIDENTS CLUB:
Account Executive @ Webflow
Account Executive @ SafeGraph
Account Executive @ Procore Technologies
Account Executive @ Procore Technologies
Senior Business Development Rep @ Procore
RESOURCES DISCUSSED:
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Things you can steal
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41:10
How to Protect Your Pricing | Johnny Larson | 30MPC Hall of Fame
ACTIONABLE TAKEAWAYS
Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better.
Phased Approach: When price matters, propose only the essentials for day one to make your quote smaller and easier to accept.
Timeline Stack: Identify key timeline drivers, like contract end dates or business seasonality, to create urgency.
Turn Want into Why: During discovery, dig deeper to find the real business problem behind a customer’s desire for change.
JOHNNY'S PATH TO PRESIDENTS CLUB
Commercial Account Executive @ Talkdesk
Enterprise Sales Development Manager @Talkdesk
Team Lead, Enterprise Sales Development @ Mimeo
Enterprise SDR @ Mimeo
RESOURCES DISCUSSED:
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41:48
How to Build the Perfect Sales Team, Role by Role | Mark, Nick, & Armand | Ep. 283 (Lead)
Nick, Armand, and Mark Kosoglow talk through how and when you should make different sales hires as your sales team grows.
ACTIONABLE TAKEAWAYS:
Hire Builders First: Early sales hires should create processes, while later hires follow them.
CEO Sales Involvement: Founders should sell until they define the product and process, then transition to AEs.
Scaling Key Roles: Maintain a 1:1 AE to SDR ratio early, shifting to 2:1 later. Hire RevOps early; SE and enablement depend on need.
Manager & Director Timing: Keep managers at 8 reps max, stretching to 10-12 if needed. Delay director hires until managing at least three managers.
RESOURCES DISCUSSED:
Stages of Sales Leader Episode
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55:13
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
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.
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