Call them changemakers. Call them rule breakers. We call them Redefiners. And in this provocative podcast, we explore how daring leaders from across industries and around the globe are redefining their organizations—and themselves—to create extraordinary impact in today’s rapidly changing world. In each episode, Russell Reynolds Associates Leadership Advisor Hoda Tahoun and former CEO Clarke Murphy host engaging, purposeful conversations with leaders in and out of the business world who shar ...
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Вміст надано Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. Весь вміст подкастів, включаючи епізоди, графіку та описи подкастів, завантажується та надається безпосередньо компанією Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski або його партнером по платформі подкастів. Якщо ви вважаєте, що хтось використовує ваш захищений авторським правом твір без вашого дозволу, ви можете виконати процедуру, описану тут https://uk.player.fm/legal.
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30 Minutes to President's Club | No-Nonsense Sales
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Вміст надано Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. Весь вміст подкастів, включаючи епізоди, графіку та описи подкастів, завантажується та надається безпосередньо компанією Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski або його партнером по платформі подкастів. Якщо ви вважаєте, що хтось використовує ваш захищений авторським правом твір без вашого дозволу, ви можете виконати процедуру, описану тут https://uk.player.fm/legal.
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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Вміст надано Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. Весь вміст подкастів, включаючи епізоди, графіку та описи подкастів, завантажується та надається безпосередньо компанією Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski або його партнером по платформі подкастів. Якщо ви вважаєте, що хтось використовує ваш захищений авторським правом твір без вашого дозволу, ви можете виконати процедуру, описану тут https://uk.player.fm/legal.
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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1 Why Most Sales Processes Fail (How to Elite Sales Leaders Fix Them Fast) | Ep. 320 | Nathan Broome 40:13
Nathan Broome brings a masterclass in building and operationalizing high-performing sales processes. He shares how great leaders drive clarity, prep their teams for success, and coach reps to consistent wins by simplifying execution at every stage of the deal cycle. 🎙 ACTIONABLE TAKEAWAYS: Map out your sales process step-by-step by defining what reps should do before, during, and after each call. Define the “big win” (W) for each call and give reps 3–5 different ways to achieve it—without over-prescribing. Run one-hour workshops per stage to break down the big win and key actions with your team before rolling it out. Action step: Pick one underperforming stage, define the single “win,” and have managers audit every call in that stage for two weeks to see if the win is being achieved. NATHAN’S PATH TO PRESIDENTS CLUB: Key Architect @ Outreach – Scaled SDR and SMB teams, eventually led Global Commercial Sales (150+ reps, 60% of revenue). Most Promoted Leader @ Outreach – Rose from SDR Leader to Head of Global Commercial Org with 5 promotions in 6 years. Enterprise Pioneer @ CaptivateIQ – Led shift from SMB focus to enterprise, landing marquee clients like Spotify and Netflix. RESOURCES DISCUSSED: The Ultimate 30MPC 5-Stage Sales Process Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides…
Too many sellers get caught up chasing the "perfect" sales call — flawless questions, polished delivery, fancy frameworks. But here’s the truth: None of that matters if you don’t uncover a real, buyer-agreed problem you can solve. Nathan Broome (SVP of Sales @ Common Room) breaks down the simple but powerful concept of defining the Big W — the measurable win for every sales stage. From discovery to demos, your job isn’t to sound perfect — it’s to guide the buyer to clarity and prove you can solve their problem. Learn: ✅ How to simplify your discovery calls with outcome-based thinking ✅ Why messy, imperfect calls still convert — if you focus on the right thing ✅ How to structure demos around specific problems (and avoid overwhelming buyers) ✅ Why your sales process should adapt as you move from transactional to enterprise RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides…
Getting your buyer live on the phone isn’t old school—it’s elite. In this episode, Michelle Cecil, two-time President’s Club winner at Procore, shares how dialing instead of emailing builds trust, collapses timelines, and puts you back in control of your deals. Her approach proves that the phone isn’t dead—it’s your most underused weapon. 🎙 ACTIONABLE TAKEAWAYS: Don’t negotiate over email — Use a “carrot on a stick” to earn a callback, then close the gap in live conversation where nuance and urgency can thrive. Own the reference process — Prep your prospect and your customer, set the agenda, and run the call. You are the producer—don’t outsource the close. Call before big demos — Reach out to every stakeholder with a simple message: “I want this meeting to be worth your time.” You’ll get more replies than you think. JUST DO THIS: Pick one deal in your pipeline. Find a reason to call your champion today—and do it. MICHELLE’S PATH TO PRESIDENT’S CLUB: Commercial AE: 2X President’s Club winner with 11 consecutive fully ramped quarters at or above quota from day one as an AE. AE to Commercial Manager: Promoted 5 times internally from SDR to Enterprise AE to Manager demonstrating consistent growth, adaptability, and long-term impact. Commercial AE: In 8+ years, missed only 2 quarterly numbers RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides JOB LISTINGS Account Executive (Sponsorships) Account Executive (Courses) Content Strategist…
Too many reps lose deals by trying to negotiate or explain everything over email. Michelle Cecil (Commercial Sales manager @ Procore) breaks down why you should never negotiate in writing —and what to do instead to win more deals. You’ll learn: How to use the "carrot on a stick" to earn live calls Why delivering price live gives you an edge in negotiations The #1 pre-meeting prep tactic to build trust and tailor demos A better alternative to sending long, technical emails The power of clarity and why less is more when answering questions Whether you're handling pricing objections or prepping for a demo, this video will help you close more by picking up the phone. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides…
1 Show The Product on The First Call: The GENIUS High Velocity Sales Blueprint | Mallika Sahay | Ep. 318 39:27
High velocity sales isn’t about rushing… it’s about precision, urgency, and clarity. In this episode, Mallika Sahay breaks down how to build a lightning-fast sales motion without sacrificing quality, trust, or control. 🎙 ACTIONABLE TAKEAWAYS: Use a product story early — Instead of saving the demo, introduce a product story on the first call to create momentum and shorten deal cycles. Track funnel-stage metrics — In high-velocity sales, monitor top, middle, and bottom funnel metrics closely to iterate quickly and stay on course. Rethink your sales motion — Don’t copy-paste your current process. Start from first principles and align every step with the buyer’s decision journey. Simplify pipeline reviews — Use just two key questions to assess deals: is there a real problem solver, and is there a clear path to closing? MALLIKA’S PATH TO PRESIDENTS CLUB: Sales Development Lead & Founder of SMB Sales @ Segment Head of Sales @ Census Startup Sales Lead @ Apollo Chief of Staff & Product Manager RESOURCES DISCUSSED: Sales Process Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides…
Stop demoing on the first call. Instead, run a 60-second product tour that grabs attention, triggers discovery questions, and opens the door to multi-threading—all before you even show a single slide. Mallika Sahay (Fomer Sales Leader @ Apollo, Segment, Census) shares why a Product Tour on Call #1 is far more effective than a full demo—and how it transforms the sales conversation. In this video, you’ll learn: Why product tours work better than slide decks or full demos on call #1 How to use quick visual storytelling to spark curiosity When and how to pause, ask questions, and uncover new use cases How this approach leads to faster discovery and more stakeholders involved in deal #2 RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides…
Bryan Charlton joins the show to break down how great reps spot deal risks early and keep momentum all the way to close. He shares real examples, practical tactics, and the mindset his team uses to win complex deals. 🎙 ACTIONABLE TAKEAWAYS: The contract isn’t the finish line. It’s the start. Set the tone for what happens in the first 30, 60, and 90 days so the buyer knows exactly what to expect. If a buyer says they’re looking for a tool, don’t stop there. Dig into the real problems that made them start searching in the first place. Your story has to make sense to everyone. The champion, the leaders, and the end users all need to believe this will actually work. If you’re blocked from talking to power, that’s okay. Just ask what would need to be true for them to feel comfortable making the intro next time. BRYAN’S PATH TO PRESIDENTS CLUB: Spent more than 12 years in sales @ Salesforce and FICO before joining Otter.ai Consistently hit quota by finding high-value deals in unexpected places—selling large software deals to banks in Hawaii, Credit unions, and even AI into tightly regulated financial services firms, while others focused on big brand name accounts RESOURCES DISCUSSED: Bryan’s LinkedIn Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides…
Are you losing deals and not even realizing why? Bryan Charleton (Sales Manager @ Otter.ai ) shares the two most critical moments in the sales process where deals are either won—or fall apart: 1️⃣ The first discovery call: Learn how elite reps build trust from the first question and become indispensable to buyers. 2️⃣ Stakeholder coverage: Stop going single-threaded. We show you how to cover all the right personas—IT, business leaders, and end users—to close airtight deals. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides…
1 Everything You’ve Wanted to Learn From a Sales Leader in 30 Minutes | Ep. 316 | Leadership Q&A 39:27
Three top sales leaders go deep on the tough stuff: getting promoted, standing out, coaching reps at scale, and whether commission is dead. If you're trying to grow your career or your team, this episode is a goldmine! 🎙 QUESTIONS ANSWERED: How can a sales leader grow fast enough to keep pace with a hyper-growth company? What is the most unconventional or controversial trait to hire for in a sales rep? What part of the sales process should never be automated? How can an SDR stand out among 30+ other applicants? What are three books every modern sales rep and leader should read? How can someone in a leadership role shift out of 90% IC work and into true leadership? RESOURCES DISCUSSED: Cold Calling Sucks (And That’s Why It Works) 30MPC Instagram Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”…
Struggling to land your first SDR job? 3 top sales leaders break down what actually gets you hired for an entry-level sales role in 2025. From cold calling a hiring manager at 5:45am to the unconventional traits that will get you hired, this video is packed with tips that go way beyond generic resume advice. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides…
Anthony Firenzi reveals the overlooked power of same-day follow-ups and how this one tactical shift can speed up your sales cycle, build trust, and close deals faster. 🎙 ACTIONABLE TAKEAWAYS: After big team meetings, send a group recap email, personalized 1:1 emails to each attendee, and a quick check-in message to your champion. In executive meetings, come in with a clear agenda, focus on their priorities, and skip small talk to maximize limited time. Compress the time between next steps by scheduling key follow-up calls as early as possible to maintain momentum. Create internal urgency by using internal dynamics or “bad guys” instead of relying solely on external deadlines. ANTHONY’S PATH TO PRESIDENTS CLUB: Revenue Leader @ Unify Corporate AE @ Lattice RESOURCES DISCUSSED: 30MPC Episode 23 Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”…
Struggling with slow deals and stalled follow-ups? Anthony Firenzi (Founding Revenue Leader @ Unify) shares a simple, proven tactic he uses to drive deal velocity: setting same-day next steps. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides…
1 The “5 Whys” That Will TRANSFORM The Way You Coach Your Sales Reps | Jordan Chavez | Ep. 314 39:32
Jordan Chavez shares a proven coaching framework to unlock what motivates your reps, build targeted skill plans, and dig deep with the ‘5 Whys’ to fix what’s really holding them back. 🎙 ACTIONABLE TAKEAWAYS: Use the Five Whys in both discovery and coaching to uncover the real root cause behind problems and drive meaningful change. Ask questions in a way that leads reps on a journey of self-discovery rather than making them feel judged or defensive. Create a quarterly PDP by having reps rate themselves in core areas, then use that to identify gaps, assign KPIs, and set weekly action steps. Role play repeatedly to improve discovery skills, and build trust by going first if the rep isn’t comfortable yet. JORDAN’S PATH TO PRESIDENTS CLUB: Building the Enterprise GTM at Actively.ai 3x Club - IC & Leader @ Navan 8 promotions in 6 years @ Navn RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” How to Run 1-on-1s Free Sales Templates, Scripts and Guides…
Struggling to diagnose why your sales rep isn’t converting? Jordan Chavez (Head of Enterprise GTM @ ActivelyAI) breaks down his “5 Whys” sales coaching framework—a simple, proven method to uncover the real reason behind poor performance. Instead of jumping to surface-level fixes (like “just sell the value”), we’ll show you how to ask layered “why” questions that reveal what’s actually holding your reps back—whether it’s low confidence, weak discovery, or lack of preparation. Whether you're a sales manager, team lead, or AE looking to self-diagnose, this framework will help you stop treating symptoms—and start solving the real problem. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” How to Run 1-on-1s Free Sales Templates, Scripts and Guides…
1 The One-Page Business Case That Closes 7-Figure Deals Like Clockwork | Nate Nasralla | Ep. 313 41:41
Nate’s Business Case Template Nate Nasralla shares how to craft a one-page business case that your champion can run with. By presenting it early, keeping it simple, and making it feel like an internal doc that earns buy-in from decision-makers. 🎙 ACTIONABLE TAKEAWAYS: Share an unfinished draft of your business case early to encourage collaboration and build alignment using Cunningham's Law. Present your business case in a simple, memo-style format limited to one page without flashy visuals or excessive content. Structure the one-pager with a priority-driven headline, problem statement, recommended approach, target outcomes, and required investment. Make the document feel like an internal memo by avoiding company branding and marketing polish. NATE’S PATH TO PRESIDENTS CLUB: Co-Founder @ Fluint Chief Growth Office @ Global Venture Network RESOURCES DISCUSSED Nate's One Page Business Case Template Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts, and Guides…
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30 Minutes to President's Club | No-Nonsense Sales
1 The $30M One-Pager: How Top Reps Build Business Cases That Actually Close | Bite-Sized Tactics 7:03
Nate’s Business Case Template One of the largest deals Nate (Co-Founder @ Fluint & Chief Growth Office @ Global Venture Network) ever closed—$30M—was won with a single, unbranded page. No logos. No design. Just black text on white paper. Why? Because it felt internal to the customer—not like a vendor pitch. The structure? Just 5 parts: 1. Priority-Driven Headline – Use the exec’s own language 2. Problem Statement – Frame the problem in a way that aligns with what you uniquely solve 3. Recommended Approach – Highlight 3 key things only you can do differently 4. Target Outcomes – Flip the problem into clear, metric-driven results 5. Required Investment – Be honest about time, money, and effort—don’t minimize it The key? Anchor the entire narrative in what the executive already cares about. If it sounds like an internal initiative, it gets bought in like one. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Nate's Business Case…
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30 Minutes to President's Club | No-Nonsense Sales
1 Stop Asking for Meetings in Cold Emails: How to Warm Up Buyers with Value | Bite-Sized Tactics 7:33
If your first cold email asks for a meeting—you’re doing it wrong. In this video, Mark Kosoglow (Co-Founder/CEO @ OperatorChief + Revenue Officer @ Catalyst Software) breaks down a smarter outbound strategy: how to warm up buyers by educating them instead of pitching them. Whether you're an SDR, AE, or founder doing founder-led sales, this framework will help you increase reply rates and book more qualified meetings. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”…
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30 Minutes to President's Club | No-Nonsense Sales
1 What Great Sales Teams DO DIFFERENTLY: Pain Chain First, Outbound Second | Mark Kosoglow | Ep. 312 37:03
Mark Kosoglow reveals why most outbound fails before it even starts and how identifying the pain chain can radically improve your team’s results. 🎙 ACTIONABLE TAKEAWAYS: Define your ICP by real problems, not just data, to find the right prospects. Understand where prospects are in the buyer’s journey before asking for meetings. Use a “pain chain” of educational messages to move prospects from unaware to aware. Offer valuable insights or audits instead of just asking for meetings. MARK’S PATH TO PRESIDENTS CLUB: Co-Founder/CEO @ Operator Chief Revenue Officer @ Catalyst Software RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”…
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30 Minutes to President's Club | No-Nonsense Sales
This is a 30 minute masterclass on the 10 lessons every rep needs to know when it comes to cold calling. Armand and Nick walk you through five lessons each that will leave you feeling ready to put in the work and pick up the phones! ✅ Inside this episode: You learn how to navigate rejection from a single person and find an alternative route through other people in the company to close the deal How to improve your script when you’re struggling Handling rude responses and understanding they’re going to happen regardless, you’re doing nothing wrong! How to get someone’s attention (Hint: It’s not, “How’s your day going?” You get to say silly things on cold calls, as long as you do it with confidence! RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Benchmark yourself against baseline cold call metrics…
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30 Minutes to President's Club | No-Nonsense Sales
1 Steal Alex Kremer’s 1-Minute Routine to TRANSFORM Your Sales Meetings | Alex Kremer | Ep. 311 38:02
Alex Kremer shares tactical leadership strategies to help sales managers build engaged teams by using breath work for presence, empowering reps, and structuring effective 1:1s that drive results. 🎙 ACTIONABLE TAKEAWAYS: Your vision shapes who you become today and guides the actions you take right now. Regularly asking your reps why they are at the company helps uncover their true motivations and commitment. Effective team meetings follow a clear structure: start with breathwork, then focus on vision, shoutouts, revenue tracking, and finish with pipeline and KPIs. Assigning “black belts” to lead skill trainings boosts engagement, helps reps learn better, and frees up leaders to focus on leading. ALEX’S PATH TO PRESIDENTS CLUB: Founder & CEO @ Alluviance Host @ Rising Leader Podcast Head of Sales @ Catalyst Software RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”…
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30 Minutes to President's Club | No-Nonsense Sales
Most leaders treat team meetings like a routine checklist, but they’re one of the few moments you have everyone’s full attention each week. Here’s how Alex Kremer (founder & CEO @ Alluviance) keeps his team motivated each time they meet: Start with Presence Get Your Team Involved Connect the Dots to a Bigger Impact The goal isn’t just to share numbers but to create a culture where your team feels valued and invested. Make your meetings a place for growth, not just updates. Watch the full episode TOMORROW ALEX’S PATH TO PRESIDENTS CLUB: Founder & CEO @ Alluviance Host @ Rising Leader Podcast Head of Sales @ Catalyst Software RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”…
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30 Minutes to President's Club | No-Nonsense Sales
Learn how Max Licht wins complex 6 and 7-figure enterprise deals by shadowing his prospects’ workflows, de-risking every technical blocker, and turning IT stakeholders into deal accelerators. 🎙 ACTIONABLE TAKEAWAYS: Map five business or technical processes for shadow discovery and make sure a few showcase your product’s unique strengths. If a technical eval is dragging, call it out to trigger clarity on what’s needed for a business case and shorten the timeline. Look for pain points or questions about flexibility as triggers to ask for a shadow session where the prospect demos their workflow. Always balance the give-get in shadow sessions by offering specificity, implementation plans, or business case inputs in return. MAX’S PATH TO PRESIDENTS CLUB: Enterprise AE @ MaestroQA #1 ACV & TCV @ Productiv #1 SDR @ Zuora RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”…
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30 Minutes to President's Club | No-Nonsense Sales
Max Licht (Enterprise AE @ MaestroQA) breaks down his shadow-based discovery process. This technique goes beyond typical discovery calls, allowing you to witness firsthand where inefficiencies and bottlenecks are happening. 1. Identify the Painful Process - Research the customer's current workflow and tools (e.g., Excel, Salesforce) to understand the manual, time-consuming steps involved. - This reveals where inefficiencies exist, giving you a clear picture of the pain your solution can alleviate. It also helps you identify the "drag them through the glass" moments where the pain is most acute, which is critical for building urgency. 2. Set Up the Shadowing Session - Frame the shadow as a collaborative step to fully understand their process. Instead of just making claims, say something like, *“Before I make any promises, I want to fully understand your current reporting process to see where we can add the most value.”* - This approach shifts the focus from selling to problem-solving, making you a trusted partner rather than just a vendor. It also sets the stage for a more meaningful business case. 3. Conduct the Shadow - Watch the prospect use their current tools and processes. Take notes, capture screenshots, and pay attention to friction points, inefficiencies, and workarounds they rely on. - Seeing the workflow in action often reveals unspoken pain points and limitations that even the prospect might not articulate in a standard discovery call. This firsthand observation helps you tailor your pitch to the reality of their day-to-day work. 4. Use Shadows to Build a Business Case - Use the insights gathered to frame your solution as a direct response to the pain points you observed. For example, highlight how your tool eliminates specific inefficiencies, reduces manual steps, or streamlines complex reporting. - This concrete evidence makes your pitch more credible and aligns your solution directly with their business goals, increasing the likelihood of internal buy-in. 5. Follow Up Strategically - After the shadow, summarize your findings in a follow-up email or meeting, highlighting specific pain points you observed and how your solution can address them. Use this to drive urgency and move the deal forward. - This reinforces your credibility as a problem-solver and keeps the conversation anchored in real, observed issues, rather than hypothetical value propositions. 6. Use the Shadow as a Catalyst for Future Conversations - Reference specific pain points in later stages of the sales cycle, using them to frame your solution as a clear, tangible fix for their current frustrations. - This approach keeps the focus on solving their problems, reducing friction in the decision-making process and increasing the likelihood of a successful close. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”…
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30 Minutes to President's Club | No-Nonsense Sales
1 How to Run a Lightning-Fast Pipeline Review That Actually Works | Mark Nietzel | Ep. 309 (Lead) 41:53
Mark Nietzel returns with the exact systems he used to lead his team to 110% of quota and earn a President’s Club trip to Barcelona. This episode is a tactical blueprint for pipeline accountability, deal progression, and how leaders can maximize the impact of onsites. 🎙 ACTIONABLE TAKEAWAYS: Use the Lightning Pipeline Review to pressure-test deals with binary yes/no answers on key criteria. Enforce weekly pipeline trackers so reps forecast and explain exactly how they’ll build and progress pipe. Role play every critical conversation—even if it’s five minutes before the call—to eliminate flubs. Prioritize onsite visits between discovery and proposal to accelerate cycles or revive stalled deals. MARK NIETZEL’S PATH TO PRESIDENT’S CLUB: Commercial Sales Manager @ Procore Mid-Market Sales Manager @ Procore Senior Account Executive @ Procore Account Executive @ Procore RESOURCES DISCUSSED: Join our weekly newsletter Mark Nietzel's Lightning Pipeline Review Format Things you can steal Save $50 on any 30MPC course with code “PODCAST”…
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30 Minutes to President's Club | No-Nonsense Sales
Get the official 30MPC Aligned Mutual Action Plan: https://30mpc.teamaligned.com/room/67a4ccb055dca14b5ff5be3a?avk=daf0c1b1e0bc Quantifying business impact without triggering sales pressure is hard, but Meredith Chandler shows you exactly how to do it. From confident pricing to bulletproof ROI framing, this episode is a tactical masterclass. 🎙 ACTIONABLE TAKEAWAYS: Use “Here’s why I’m asking” to frame quantifying questions as helpful, not self-serving Every 2–3 questions, pause to show empathy and keep buyers emotionally engaged Quantify time across four levels: direct time, opportunity cost, error cost, and ripple effect Don’t oversell ROI, ask how much impact would justify the price, and anchor conservatively MEREDITH’S PATH TO PRESIDENT’S CLUB: Head of Sales @ Aligned Head of Sales @ pclub Sales Director @ CaptivateIQ Head of Enterprise Sales @ SPIFF RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”…
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30 Minutes to President's Club | No-Nonsense Sales
Sales leaders—your CRM and dashboards are probably working against you. John Sherer shares tactical ways to clean the clutter, focus on the right metrics, and finally get reports that drive action (not confusion). 🎙 ACTIONABLE TAKEAWAYS: Ditch filters—build dashboards with pre-saved reports so your team gets faster, cleaner insights. Delete CRM fields that aren’t reported on or are full of junk to reduce noise and confusion. Only analyze win rates on mature pipeline from prior quarters to avoid skewed conclusions. Focus on four core metrics: intro meetings, late-stage deals, win rate, and inbound vs. outbound pipeline. JOHN’S PATH TO PRESIDENT’S CLUB: COO @ Growth Assistant VP of Sales @ Lattice Sales Director @ Lattice VP of Sales @ Appcues RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”…
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30 Minutes to President's Club | No-Nonsense Sales
FOUR ACTIONABLE TAKEAWAYS: Use the "Why, What, How" framework to communicate hard changes—always start with the why to reduce the shiver effect and maintain trust. Don't sugarcoat bad news—treat your team like adults, be honest about challenges, and frame positives where appropriate. Create a lever cheat sheet for your sellers so they know what they can give (discounts, services) and what to ask for in return to protect deal value. After major changes like a RIF, give the team a week to process, then reset expectations with managers leading the charge into the "new normal." PATH TO PRESIDENT’S CLUB: Chief Revenue Officer, Postal VP of International Sales, Wrike Senior Director of Sales, Wrike RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”…
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30 Minutes to President's Club | No-Nonsense Sales
1 Say This to Start Discovery Calls with Instant Credibility | Jen Allen-Knuth | Ep. 306 (Sell) 39:26
Enterprise sellers: this one’s a masterclass in leading high-impact discovery. Jen Allen-Knuth shares how to uncover deal-driving problems, guide calls with precision, and win executive trust with better prep and positioning. 🎙 ACTIONABLE TAKEAWAYS: Use ChatGPT to explain your prospect’s business “like I’m 10” for clarity and messaging insight. Beat your prospect to the punch with a hypothesis to steer discovery toward winnable problems. Mirror high-level goals and “before state” language to make case studies resonate more deeply. Size the “status quo” problem by auditing lost pipeline, then use it to build urgency and buy-in. JEN’S PATH TO PRESIDENT’S CLUB: Founder @ Demand Gen Head of Growth @ Lavender Chief Evangelist @ Challenger Enterprise Sales Director @ Challenger RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”…
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30 Minutes to President's Club | No-Nonsense Sales
🎙 ACTIONABLE TAKEAWAYS: Coach reps on storytelling—it’s a foundational skill that improves every sales conversation. Evaluate rep interview performance based on the questions they ask , not just their answers. Run mock pitches with target persona info—test prep, not product knowledge. Benchmark rep candidates one level below your best AEs to fairly assess potential. ANDREW’S PATH TO PRESIDENT’S CLUB: Head of Sales @ Superhuman Sr Director of Sales @ Scale AI Head of Global Email Sales & GTM @ Twilio Manager Enterprise Sales @ Twilio RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”…
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30 Minutes to President's Club | No-Nonsense Sales
Guestie VP of Sales Jonah Mandel is back—and he’s bringing a battle-tested blueprint for leading a 60-person sales org. From onboarding frameworks to emotional pulse checks, this episode is a masterclass in scalable, high-intent leadership. 🎙 ACTIONABLE TAKEAWAYS: Win the first 30 days or lose the next 300—structure onboarding to build lasting habits. Idiot-proof dashboards so any leader can read them like a story, not a spreadsheet. Track rep engagement by reverse-sorting Slack conversations and checking in every 6 weeks. Use low-stakes "training leads" before letting reps handle high-revenue inbound. JONAH MANDEL’S PATH TO PRESIDENT’S CLUB: VP of Global Sales @ Guesty VP of Sales & Customer Success @ Capchase VP of Sales & Partnerships @ Alibaba Sales Manager @ ShopKeep RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”…
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30 Minutes to President's Club | No-Nonsense Sales
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: Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
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: Join our weekly newsletter Things you can steal …
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30 Minutes to President's Club | No-Nonsense Sales
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: Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
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 Join our weekly newsletter Things you can steal 30MPC Big Team Demo Deck…
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30 Minutes to President's Club | No-Nonsense Sales
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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30 Minutes to President's Club | No-Nonsense Sales
1 When and How Sales Leaders Should Get Involved in Rep's Deals | Rex Galbraith | Ep. 301 (Lead) 39:30
Consensus close rate guide: https://goconsensus.com/checklist/close-rates-demo-automation/ ACTIONABLE TAKEAWAYS: Time-Box Your Tools : Avoid checking Slack or email first thing in the morning—protect your focus by starting the day with intention. Buyer Actions > Seller Actions : Sales progress should be measured by what the buyer does, not how many activities the seller logs. Build a Momentum Score : Track 7–10 buyer behaviors (like demo views or EB engagement) to score deal health and predict close rates. Deals Must Survive 3 Rings : Every deal faces three negotiation phases—champion, procurement, and final signer, so plan resources accordingly. REX'S PATH TO PRESIDENTS CLUB: Chief Revenue Officer @ Consensus Senior Vice President of Sales @ Consensus Vice President of Sales @ Consensus Director of Sales @ HireVue RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
Here are our 15 favorite tips from all 300 episodes of the 30 Minutes to Presidents Club Podcast Top 3 Cold Calling Tips Use " The Ledge " to buy yourself a second after objections with a preset line like “This one's totally on me.” Chunk up problems by translating tactical pain into executive-level consequences to earn senior interest. Watch the full ep A Tailored Permission Opener earns attention by referencing a relevant trigger and owning that it’s a cold call. Top 3 Cold Email Tips Run the triple by stacking a call, email, and LinkedIn touch to show you're a real human and boost response rates. Use relevant personalization by connecting a specific trigger to a problem you can solve. Trigger templates let you templatize personalization at scale while keeping it relevant and problem-focused. Top 3 Discovery Tips PPO (Purpose, Plan, Outcome) sets clear call expectations and avoids meandering discovery. Bucket questions steer conversations toward known problem areas while establishing credibility. Humbling disclaimers help you ask hard or sensitive questions without putting the prospect on the defensive. Top 3 Deal Process Tips The champion sandwich uses a prep call, exec meeting, and debrief to drive alignment and control. Test champions by asking how they'll justify the deal internally to reveal their true influence. Popcorn pricing anchors buyers toward larger packages with outsized perceived value. Top 3 Leadership Tips Document the wiggle (WGLL) by showing reps what great looks like with real examples and proof. Practice forward by role-playing for upcoming meetings instead of only reviewing past ones. Invert the hiring funnel by selling top candidates early, then opting them into deeper interviews and testing.…
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30 Minutes to President's Club | No-Nonsense Sales
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: Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
1 How to Teach Discovery Without Confusing the Hell Out of Your Sales Team | 30MPC Playbook (Lead) 39:21
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- Master the structure, questions, and flow of high-impact discovery calls ACTIONABLE TAKEAWAYS: Keep It Simple with a 3x3 Framework: Break the discovery call into three sections (agenda, meat, next steps), each with three core moves. This keeps reps oriented and avoids overwhelming them with 57-point checklists. Teach What to Get, Not Just What to Ask: Don't just train reps on questions. Teach them the four layers of discovery: situation → operational problem → executive problem → business impact. When they know where they’re going, they can improvise better questions. Use Repetition to Lock It In: Roll out discovery training in small chunks (preferably 2–3 sessions). Reinforce it weekly through tape reviews, roleplays, and pipeline reviews to evolve reps from 101 → 201 → 301 level skills. Discovery Trees Should Evolve Over Time: Start with a few problem trees, then refine them through live calls and team feedback. Your trees get "seasoned" over time—just like cast iron—with real examples, new objections, and better talk tracks.…
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30 Minutes to President's Club | No-Nonsense Sales
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- YouTube video version: https://www.youtube.com/watch?v=y0H6G7toc9s ACTIONABLE TAKEAWAYS: Structure Your Call in 3 Parts: Great discovery calls have three distinct chapters—(1) the first five minutes to establish credibility and set your PPO agenda (Purpose, Plan, Outcome), (2) the next 20 minutes to uncover meaningful problems while building trust, and (3) the last five minutes to run your Five Minute Drill and determine if it’s worth setting a next step. Use Discovery Trees to Guide Questions: Map out your prospect’s problems in four layers—situation, operational pain, executive problem, and business impact. Use simple transitions like “so what?” to climb down the tree, and reverse it when execs start with big priorities. Don’t just ask questions—build a roadmap first. Balance Give and Take: If you only ask questions, you’re interrogating. Use playbacks, pile-ons, praise, and parallel stories to add value throughout the call and build trust. Use vertical questions to go deeper on one topic instead of jumping all over the place. Run a Tight Five Minute Drill: In the last five minutes, validate if they want to solve the problem, when they want to solve it, and how they buy. Suggest the timeline and buying process based on what you’ve seen work—not what they think they should do. If they’re serious, schedule the next step while you’re still on the call.…
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30 Minutes to President's Club | No-Nonsense Sales
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- Discovery Call Review: Talk Tracks & Tactics From A Top 1% Rep ft. Armand Farrokh, Makenna Turner, and David Rosenstein https://tactics.30mpc.com/real-discovery-call-review-talk-tracks-tactics-from-a-top-1-rep -- 7-Figure Sales Secrets: How to Close Your Biggest Deal in 2025 ft. Jason Bay and Jonathan Larson https://tactics.30mpc.com/7-figure-sales-secrets-how-to-close-your-biggest-deal-in-2025 -- How to Run Sales 1:1s and Coaching Sessions (That Don't Suck) ft. Kevin Dorsey https://tactics.30mpc.com/how-to-run-sales-1-1s-and-coaching-sessions-that-dont-suck -- How to Break into ENT Accounts with (Non-Cringey) AI Emails ft. Mark Kosoglow https://tactics.30mpc.com/how-to-break-into-enterprise-accounts-with-non-cringey-ai-emails -- Discovery Trees: Your Blueprint Uncover Massive Business Problems https://tactics.30mpc.com/create-your-own-discovery-tree-with-examples -- 7 Discovery Questions That Don't Feel Like Sales Questions https://tactics.30mpc.com/7-discovery-questions-that-dont-feel-like-sales-questions -- Join our weekly newsletter https://hubs.li/Q02NJQmg0…
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30 Minutes to President's Club | No-Nonsense Sales
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/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…
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30 Minutes to President's Club | No-Nonsense Sales
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/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…
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30 Minutes to President's Club | No-Nonsense Sales
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course FOUR ACTIONABLE TAKEAWAYS Your growth ICP might differ from your new business ICP: New Biz = CRM, but Growth is all about whitespace. Growth isn’t just about net new—it’s about expanding within. Think users, not logos. How are customers already interacting with your company:Take advantage of support. Train your support team on upsell triggers – chat, email, drift. Example: How can I do more emailing in the tool? Marketing automation. Big Deal Review: Double ACV Through Team Selling. Want bigger deals? Put more eyes on them. Biweekly Reviews: 2 AEs present deals to VP, peers, SEs. Open discussion. Team Selling in Action: Everyone contributes—challenges, ideas, strategy. Weekly Round table: Start weekly team meetings with open sharing. Surfacing challenges early helps you prioritize and tackle what matters most. 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…
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30 Minutes to President's Club | No-Nonsense Sales
1 The #1 Mistake Reps Make When Moving from Disco to Demo | Kevin "KD" Dorsey | Ep. 297 (Sell) 40:44
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/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…
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30 Minutes to President's Club | No-Nonsense Sales
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/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…
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30 Minutes to President's Club | No-Nonsense Sales
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- FOUR ACTIONABLE TAKEAWAYS Match Tonality to Questions : Tone discongruence kills trust. If your tone doesn’t match your question, prospects get skeptical. Adjust your delivery to align with the intent of your ask. Don’t Push Economic Impact Too Soon : Mid-level managers may not care about bottom-line impact. Save deep financial discussions for decision-makers who influence the balance sheet. Three Levels of Problem Questions : First, identify the problem. Second, uncover its effects. Third, quantify the impact in time or money to drive urgency. Use Questions with Leads : Instead of open-ended asks, provide multiple-choice-style prompts. This makes answering easier and positions you as an informed advisor. 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…
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30 Minutes to President's Club | No-Nonsense Sales
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course ACTIONABLE TAKEAWAYS: Limit Pricing Options to Three: Offering more than three options overwhelms prospects. Present only the most relevant three to simplify decision-making. Leverage Value-Add Incentives: Highlight low-cost-to-you, high-value items (like waived fees or extra features) to steer prospects toward larger packages. Present Pricing with a Range: Start with a floor price and give a range based on factors, allowing flexibility while avoiding sticker shock. Use Strategic Comparisons: Position your premium option near a slightly lower-tier offer to make it an attractive choice, while avoiding comparisons to much cheaper options. BELAL'S PATH TO PRESIDENT'S CLUB Founder @ LearnToSell.io Head of Sales @ GTM Buddy Enterprise Account Executive @ ClearBit Head of Business Development @ BioIQ RESOURCES DISCUSSED Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
1 The Coaching Blueprint: How to Develop Reps Like a Pro Leader | Adam Carroll | Ep. 294 (Lead) 38:10
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course ACTIONABLE TAKEAWAYS: Give Immediate Feedback : Don’t wait until later—debrief with reps right after a call while the details are fresh. Sales has lost this habit with back-to-back Zoom meetings, but it’s critical for development. Create a Coaching Cadence : If you don’t set a structured coaching schedule, it likely won’t happen consistently. Define clear coaching sessions, including frequency and focus, to ensure real progress. Structure Call Reviews : Block two hours weekly to review calls. Assign themes (e.g., discovery, negotiation), require reps to provide timestamps, and have them self-diagnose before your feedback. Expand Practice Beyond Role Plays : Role plays aren’t the only way to improve. Have reps document key impact questions, map org charts for multithreading, or identify missing stakeholders in deals. CHARLES' PATH TO PRESIDENTS CLUB Founder @ Carroll Sales Consulting VP of Enterprise Sales @ FullStory Head of Enterprise & Strategic Sales @ Recurly Sales Director @ NewsCred RESOURCES DISCUSSED Discovery Course Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
1 How to Make Prospects Open Up Without Feeling Pressured | Charles Muhlbauer | Ep. 293 (Sell) 41:18
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- ACTIONABLE TAKEAWAYS: Use Humbling Disclaimers : Preface tough questions with softening statements like, “I’m not quite sure how to ask this,” or “This might feel direct.” It lowers defensiveness and makes hard questions land better. Dig Into Prospect Rumblings : Prospects often hint at problems rather than state them outright. Listen for vague concerns and use a humbling disclaimer to drill deeper into the real issue. Refine Bucket Questions : Instead of stating, “Every CRO faces these three problems,” add nuance: “Many CROs I speak with mention challenges like…” This avoids defensiveness and keeps the conversation open. Follow a Clear Flow : Get permission to ask questions, surface problems without assumptions, prompt for real examples, then use humbling disclaimers to quantify impact without making prospects uncomfortable. CHARLES' PATH TO PRESIDENTS CLUB Founder @ DiscoveryCoach.io Sales Enablement Manager @ AlphaSense Lead Revenue Enablement Manager @ CB Insights Senior Sales Training Manager @ CB Insights RESOURCES DISCUSSED Discovery Course Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
There is an extreme over-rotation in sales on setting next steps. Setting next steps is NOT always a good thing. 🛑 Bad: Never setting next steps 🟡 Okay: Setting steps on every deal 🟢 Good: Setting steps on REAL deals Instead, first determine if the deal is worth setting next steps with at all. Then, you should recommend the appropriate next step, but only if your prospects have proven that it's worth keeping them in your pipeline. That's where the Five Minute Drill comes in: Three questions you can ask at the end of every single call to determine if and how you set a next step. 𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧 1: 𝐃𝐨 𝐘𝐨𝐮 𝐖𝐚𝐧𝐧𝐚 𝐁𝐮𝐲? If you can practice ONE THING, it's this. Any time you offer a demo, a pilot, a proposal, you are giving your time away to a prospect. And that's fine. But only if you get something in return. If you're investing more time with them, you should expect that they won't waste it and affirm that this is actually leading somewhere. 𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧 2: 𝐖𝐡𝐞𝐧 𝐝𝐨 𝐲𝐨𝐮 𝐰𝐚𝐧𝐧𝐚 𝐛𝐮𝐲? You can't properly suggest a next step until you understand their timeline to solve the problem we just agreed upon. If they want to solve this problem in 3 weeks, we'll use their answer to drive far more urgency than if this weren't a problem to solve for 6 months. 𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧 3: 𝐇𝐨𝐰 𝐝𝐨 𝐲𝐨𝐮 𝐰𝐚𝐧𝐧𝐚 𝐛𝐮𝐲. Guess what, the last question isn't a question. You should always suggest and confirm next steps because you've sold your software far more times than they've bought it. Frame your ask in terms of their best interest, not yours. Based on what you learned in the first two questions: what is the next step you need to take to solve their problem by the time they want it solved? And don't just suggest one next step, suggest next-next steps so they explicitly buy into a sales process, not a free 60 minute demo. Full breakdown of the 5 minute drill: https://www.30mpc.com/newsletter/how-to-set-next-steps-in-sales-with-the-5-minute-drill Join our weekly newsletter: https://hubs.li/Q02NJQ8p0 Things you can steal: https://linktr.ee/30mpc_youtube #30Minutestopresidentsclub #30mpc…
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30 Minutes to President's Club | No-Nonsense Sales
ACTIONABLE TAKEAWAYS: No Last-Minute Coaching : Avoid changing a rep’s game plan in the 30 minutes before a call. It signals distrust and forces them to scramble, leading to a worse outcome. Stick to One Coaching Theme : Don’t introduce a new area of improvement after every call. Focus feedback on a consistent theme to drive real progress. Align on Call Emotion : Before a discovery call, ask your rep how they want the prospect to feel. This sets the right tone and helps shape their delivery. Know Your Role in Calls : As a manager, decide if you’re leading, coaching, or just reading the room. Adapt based on the rep’s experience level and the call type. ALEX'S PATH TO PRESIDENT'S CLUB: Founder & CEO @ Alluviance Director of Sales Commercial @ Outreach Director of Sales Corporate @ Outreach Territory Account Executive @ Microsoft RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- ACTIONABLE TAKEAWAYS: Deflect Product Questions Early : When a prospect asks about your product upfront, redirect by asking what’s happening in their business that made them look in the first place. Avoid the trap of leading with features. Reduce Technical Objections : If a prospect fixates on a small technical blocker, refocus on the bigger business problem. Aligning on major pain points can make minor technical concerns less of a deal-breaker. Dig Beyond Surface Problems : Low win rates aren’t the real problem. The true impact is missing revenue targets, losing reps, or struggling to hit quota. Always tie issues to business consequences. Identify the Root Cause Before Solving : Before proposing solutions, confirm the real problem, its impact, and the root cause. Then present your solution in a way that connects all three. KEENAN'S PATH TO PRESIDENTS CLUB: CEO @ A Sales Growth Company Author of Gap Selling VP of Sales @ 2Wire VP of Sales @ Avaya RESOURCES DISCUSSED Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
ACTIONABLE TAKEAWAYS: Provide Hypotheses, Not Generic Questions : Instead of broad questions, offer informed hypotheses to invite deeper discussion. Ask Questions to Guide Next Steps : Use questions to guide the process without being pushy, keeping the prospect engaged. Teach Process Over Just Problems : Beyond identifying issues, recommend processes (like a custom demo over a POC) to build trust. Uncover Intent Behind Extra Steps : When extra steps are requested, ask what they aim to learn to suggest simpler options. DAN'S PATH TO PRESIDENTS CLUB: Senior Vice President of Global Sales @ Challenger VP of Sales, Account Management @ Challenger VP of Sales, Major Accounts @ Challenger Managing Vice President, Sales & Community @ Evanta RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
PLAYBOOK TAKEAWAYS: Aim for 70% attainment and 70% participation to create a winning culture. Avoid feast-or-famine environments where only a few reps succeed. Use historical data to set quotas based on pipeline, win rates, and deal size. Every quota increase must be backed by an investment in pipeline, win rates, or deal size. Revisit quotas once per year, unless there’s a massive skew in attainment. Communicate quota changes with transparency and clear justification. Avoid high attainment with low participation, which creates resentment and turnover. Quota planning should be a business decision, not just a sales decision. Keep top reps busy before adding more headcount to avoid diluting pipeline. Simple, fair comp plans drive engagement and motivation. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
FOUR ACTIONABLE TAKEAWAYS Create a Not-To-Do List : Identify low-value tasks to eliminate instead of just adding more effort. Free up time for strategic activities like prospecting and closing. Prioritize RGAs : Focus only on activities that create new pipeline or advance existing deals. Everything else is a distraction. Enterprise Deal Timeline : Q1 is for building a POV and landing initial meetings. Q2 is for discovery and securing an executive sponsor. Q3 is for proposal, negotiation, and procurement. Q4 is for closing. Rule of 100 for Enterprise Outreach : Target the top 20% of accounts with high potential. Reach out to 10 executives with at least 10 touches each—totaling 100 strategic touchpoints per account. PATH TO PRESIDENT’S CLUB Founder of Ian Koniak sales training/consulting Strategic Account Director @ Salesforce.com Director of Sales @ Ricoh RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Ian’s free training…
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30 Minutes to President's Club | No-Nonsense Sales
ACTIONABLE TAKEAWAYS: Segmented Team Structure: Down-market teams focus on landing new logos, passing them to expand teams, while up-market AEs handle both acquisition and expansion with retention-based comp. Enterprise Sales Strategies: Use top-down (sell wall-to-wall) or land-and-expand approaches, with the latter yielding higher LTV by scaling through business units first. Deal Inspection Triggers: Monitor $50K deals at stage 3 for POCs and access to power, and stage 5 for mutual action plans and the paper process. Consistent Review Rhythm: Reps update pipelines Monday, managers review Tuesday, deal reviews happen Wednesday, and Eleanor finalizes calls Thursday. 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: Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
ACTIONABLE TAKEAWAYS: Understand Rep Motivation : Identify what drives each rep—money, career growth, or exploration—then get their permission to push them toward that goal, laying the foundation for future coaching. Call Out the Situation First : Before changing a rep’s behavior, acknowledge the dynamic at play so both parties are aligned. This prevents resistance and confusion. Leverage Top Performers : Coach high performers by challenging them to reach the next level and putting them in the spotlight to lead trainings, reinforcing best practices for the team. Coach in Buckets : Break down calls into sections and ensure reps get the fundamentals right before refining their style, making feedback more structured and actionable. ALEX'S PATH TO PRESIDENT'S CLUB: Founder & CEO @ Alluviance Director of Sales Commercial @ Outreach Director of Sales Corporate @ Outreach Territory Account Executive @ Microsoft RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
FOUR ACTIONABLE TAKEAWAYS Understand the VEX Scale : Classify prospects as Vetted (using a competitor), Educated (familiar but undecided), Cold (new to the space), or Self-Service. Tailor your approach accordingly. Ask About Their Journey : Send an email upfront asking where they are in their learning process. This helps you position the conversation at the right level. Skip Basic Discovery for Vetted Prospects : If they already use a competitor, focus on their current solution’s gaps and ideal outcomes instead of re-explaining the category. Avoid Restarting Discovery : When new stakeholders join later calls, recap prior findings first, then ask how those problems impact their specific role. JAKE'S PATH TO PRESIDENT’S CLUB CEO @ Skaled Consulting VP Sales @ Nowait, Inc. (acquired by Yelp) Head of Sales & Customer Success @ Chartbeat Vice President of Sales, Success, and Sales Operations @ Glassdoor RESOURCES DISCUSSED Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
ACTIONABLE TAKEAWAYS: Identify Strategic Initiatives: Focus on big company bets that are close to revenue, such as IPOs, international expansions, or mergers and acquisitions. Double Personalize Outreach: Combine company-specific observations with industry trends to create messaging that feels hyper-relevant. Build a Strategic Research Framework: Create a table to map key initiatives (e.g., IPO readiness) on one side and sources of information (e.g., 10-K reports, CEO interviews, press releases) on the other. Leverage AI for Efficiency: Use tools like ChatGPT or Copy AI to analyze information from sources like job postings, financial documents, or industry trends. KYLE'S PATH TO PRESIDENT'S CLUB: CMO @ Copy.ai CMO @ Clari VP, Revenue Growth & Enablement @ Clari Director Sales Development & Enablement @ Clari Sr. Director Sales Development & Optimization @ Looker RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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