30 Minutes to President's Club | No-Nonsense Sales

By Nick Cegelski & Armand Farrokh

30 minutes. No sales academia. Only actionable sales tactics. Nick sells enterprise deals solo. Armand runs a team of 40 SMB AE's and SDR's. Together they break down sales strategies you can use to start winning more deals today.

  1. 1.
    47: How to personalize your outbound email at scale (Kyle Coleman, VP Revenue @ Clari)
    31:47
  2. 2.
    46: Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights)
    31:14
  3. 3.
    45: Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)
    30:07
  4. 4.
    44: Booking 80% of your calls from Instagram DM’s (Tara Horstmeyer)
    28:14
  5. 5.
    43: Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)
    27:50
  6. 6.
    42: Removing the friction from your sales cycle (Todd Caponi, Sales Melon)
    27:01
  7. 7.
    41: Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum)
    26:03
  8. 8.
    Playbook 4: How to run a sales process
    30:52
  1. 9.
    40: Pitfalls, best practices, and unique ways to successfully run a POC (Adam O’Chart, Top AE at Gong.io)
    25:31
  2. 10.
    39: Data proven ways to transform the way you engage with customers (Jeremey Donovan, SVP Sales Strategy @ SalesLoft)
    29:53
  3. 11.
    38: Utilizing the matrix of access vs growth accounts to optimize your prospecting strategies (Jeff Bajorek, Parabola Consulting)
    27:44
  4. 12.
    37: Leading with trust and curiosity to book more meetings over the phone (Chris Beall, CEO @ ConnectAndSell)
    26:23
  5. 13.
    36: Leveraging video to take your sales process to the next level (Tyler Lessard, Vidyard)
    30:45
  6. 14.
    35: Adapting to a new age of buyers by optimizing for experience vs close rate (Joe Caprio, Co-Founder @ Reprise)
    30:32
  7. 15.
    34: Using strategic frameworks from working with gatekeepers to composing voicemail and emails (Jason Bay, Blissful Prospecting)
    30:24
  8. 16.
    33: Lifting weights and booking 85% of your meetings through video (Kayla Cytron-Thaler, Domino Data Lab x Barbells & Biz Dev)
    29:36
  9. 17.
    32: Giving customers deposits and pushing away to build goodwill (Phil Gerbyshak, Digital Selling Strategies)
    23:14
  10. 18.
    31: Hooking relevance with personalization in competitive prospecting (Becc Holland, CEO & Founder @ Flip the Script)
    21:57
  11. 19.
    Playbook 3: Mastering negotiation
    27:53
  12. 20.
    30: Demo deep dives and using your whole team to take down rooms of 6+ prospects (Amyra Rand, VP Sales at Criteria Corp)
    20:34
  13. 21.
    29: Calling out your profile lurkers, sending blank connections in a Linkedin and sales tool clinic (Morgan Ingram, JBarrows Consulting)
    25:33
  14. 22.
    28: Getting above the power line and using executives at every part of the sale (Amit Bendov, CEO of Gong)
    20:46
  15. 23.
    27: Playing guitar poorly (in the episode) and using GIFs in hyper-personalization (Jeremy Leveille, Top AE at LeadIQ)
    22:15
  16. 24.
    26: Stop the connect and pitch, get your customers talking (James “Saywhatsales” Buckley, JBarrows Consulting)
    22:50
  17. 25.
    25: Using the humbling disclaimer to ask your hardest discovery questions (Charles Muhlbauer, Training @ CB Insights)
    21:59
  18. 26.
    24: Let your customers out of the deal and get to the truth without your smelly commission breath (Josh Braun, Founder at Josh Braun Sales Training)
    25:48
  19. 27.
    23: Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory)
    25:12
  20. 28.
    22: Being disarmingly blunt and disqualifying early (Alex Bruschi, Director of Acquisitions at Towerpoint)
    23:12
  21. 29.
    21: Double dialing, picking up the phone when you get an objection, and sending free coffee (Ashley Kelly, Sr Director of SDR at Brex)
    23:55
  22. 30.
    Playbook 2: How to be a machine
    26:27
  23. 31.
    20: Selling pizzas and tearing down sequences with the blue-haired legend (Sam Nelson, SDR Leader at Outreach.io)
    26:12
  24. 32.
    19: Using 3 star Amazon reviews to figure out your prospect’s most granular problems (Marcus Chan, Venli Consulting)
    17:28
  25. 33.
    18: Mirroring your objections, giving prospects perceived control, and controlling the room (Adam O’Chart, Top AE at Gong,io)
    24:07
  26. 34.
    17: Prospecting with some personality and permission-based selling (Sarah Brazier, SDR turned AE at Gong.io)
    23:56
  27. 35.
    16: The PLA cold call opener, 5/20/5 discovery call, and 10/30/10 Linkedin Video (Morgan Ingram, JB Sales Training)
    29:37
  28. 36.
    15: Prospecting like a human instead of “I hope you are safe in these uncertain times” (Jason Bay, Blissful Prospecting)
    23:44
  29. 37.
    14: Stop thanking prospects for their time and start discovering their business priorities as a peer (Jake Dunlap, Skaled CEO)
    25:00
  30. 38.
    13: Relentless prospecting and dial tactics as the #1 all-time SDR (Ken Amar, SDR Manager @ Outreach.io)
    22:27
  31. 39.
    12: Leveraging tactical selling to score your next sales job (Trish Bertuzzi, CEO of The Bridge Group)
    20:48
  32. 40.
    11: Running a top 1% podcast while holding a $3M quota (Scott Ingram, Host of Sales Success Stories)
    26:09
  33. 41.
    Playbook 1: Nick and Armand teach you how to cold call
    26:22
  34. 42.
    10: Managing every part of the deal process from first calendar invite to close (John Barrows, Host of Make it Happen Mondays)
    22:37
  35. 43.
    9: Death to fluff on your cold calls and pricing tactics (Belal Batrawy #DeathtoFluff)
    20:06
  36. 44.
    8: Getting prospects to agree to their problem with killer discovery (Kevin “KD” Dorsey, VP Sales @ PatientPop)
    22:32
  37. 45.
    7: Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling)
    22:48
  38. 46.
    6: A cold calling clinic from 5000 dials a month (Ryan Reisert, Reisert Consulting)
    22:18
  39. 47.
    5: Break up with the prospect before they break up with you (Richard Harris, Harris Consulting)
    17:50
  40. 48.
    4: Everything you need to crush cold emails (Kyle Coleman, VP Revenue @ Clari)
    24:27
  41. 49.
    3: Ripping apart the phones and video (James Bawden, Host of the Lunch Break Podcast, Director @ OutboundView)
    26:13
  42. 50.
    2: Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast)
    25:47

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