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...
The No-Exception Rule That Every Sales Leader Needs to Adopt ASAP | Eleanor Dorfman | Ep. 278 (Lead)
ACTIONABLE TAKEAWAYS:
SPFs for Short-Term Change: Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework.
Strict Holdover Rules: Allow one quarter for closing open opportunities after a territory change if they’re past stage two. No exceptions ensure fairness and consistency.
The Iron Square: Track rep productivity with win rate, AE-sourced pipeline, total pipeline generation, and forecast accuracy, with quota attainment as the central North Star.
Customer-First Processes: Avoid letting internal rules disrupt customer experience. Build buffer zones in ROEs and territories to minimize deal handoffs.
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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42:53
The Problem Proposition (Tone + Real Call Reviews) | Cold Calls to President's Club Course Preview Part 2
The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10):
https://clubpass.30mpc.com/cold-calls-to-presidents-club
Actionable Takeaways
The biggest mistake in The Problem Proposition: going through the motions instead of joining the pain.
Join the ridiculousness of the triggering problem.
Almost brush over your one-sentence solution.
Shrug your shoulders during the interest-based CTA.
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13:40
The Problem Proposition (Methodology) | Cold Calls to President's Club Course Preview Part 1
The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10):
https://clubpass.30mpc.com/cold-calls-to-presidents-club
Actionable Takeaways
No Value Propositions. Buzzwords make you sound like a telemarketer, and benefits fall flat without the context of a problem.
Triggering Problem. Instead, lead with a problem so specific that it triggers your prospect and reminds them of a painful memory.
One-Sentence Solution. If you get the problem right, all you need is one sentence to explain your solution (we do X so that the problem goes away).
Interest-Based CTA. Validate their interest before you ask for the meeting, using softening language, no-based questions, and mini push-aways.
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17:21
Why Most Salespeople Fail at Discovery Calls (And How To Fix It) | Mark Nietzel | Ep. 277 (Sell)
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:
Join our weekly newsletter
Things you can steal
Michelle Cecil Episode
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40:34
Product Roadmap: Q1 2025 (Club Pass, New Club Member, Pipe Gen Teardowns)
RESOURCES DISCUSSED:
Club Pass (Course & Community)
Johnny Larson (New Club Member)
Johnny's Past Episodes:
Episode 1
Episode 2
Episode 3
Q1 Tactic Teardowns (Sales Nav, Pitch Script)
Over 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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