Shows / 30 Minutes to President's Club | No-Nonsense Sales
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…
Episodes
30 Minutes to President's Club | No-Nonsense Sales#412 - How To Actually Challenge Customers | John Barrows | 30MPC Hall of Fame
Join John's Newsletter FOUR ACTIONABLE TAKEAWAYS Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to…
30 Minutes to President's Club | No-Nonsense Sales#411 - The No-Exception Rule That Every Sales Leader Needs to Adopt ASAP | Eleanor Dorfman
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…
30 Minutes to President's Club | No-Nonsense Sales#410 - 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…
30 Minutes to President's Club | No-Nonsense Sales#409 - 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…
30 Minutes to President's Club | No-Nonsense Sales#408 - Why Most Salespeople Fail at Discovery Calls (And How To Fix It) | Mark Nietzel
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…
30 Minutes to President's Club | No-Nonsense SalesProduct 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…
30 Minutes to President's Club | No-Nonsense Sales#407 - How to Measure Sales Team Metrics Without Micromanaging | John Sherer
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS: Simplify Dashboards: Skip filters and create pre-built reports for dashboards. It saves time and provides clearer…
30 Minutes to President's Club | No-Nonsense Sales#406 - The Top 15 Tactics from 2024
The top 15 sales tips shared on the podcast in 2024 (full episodes linked below) Prospecting Best Practices: "That's Exactly Why I Called" Response: Use…
30 Minutes to President's Club | No-Nonsense Sales#405 - How to Ask BETTER Sales Questions | Charles Muhlbauer | 30MPC Hall of Fame
Enjoy this clip from episode 247 w/ Charles Muhlbauer ACTIONABLE TAKEAWAYS Instead of focusing on quantifying pain, ask deeper questions about the problem’s…
30 Minutes to President's Club | No-Nonsense Sales#404 - Key Traits to Look for in Elite Sales Reps | Andrew Johnston
ACTIONABLE TAKEAWAYS Prioritize Storytelling: Assess storytelling skills during interviews and coach reps on it. It's a foundational human communication skill…
30 Minutes to President's Club | No-Nonsense Sales#403 - How to Run a Perfect Proof of Concept | Deren Rehr-Davis
ACTIONABLE TAKEAWAYS Leverage POC Momentum: Initiate vendor review at the POC’s peak excitement. Parallel process legal and finance steps to accelerate the…
30 Minutes to President's Club | No-Nonsense Sales#402 - The Ultimate Multichannel Sales Framework | Sara Uy | 30MPC Hall of Fame
FOUR ACTIONABLE TAKEAWAYS If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still…
30 Minutes to President's Club | No-Nonsense Sales#401 - Building a Bulletproof Sales Forecast | Taylor Wilding
Get your forecasting resources ACTIONABLE TAKEAWAYS Commit Deal Essentials: Reps must report four details for commit deals: dollar amount, close date, economic…
30 Minutes to President's Club | No-Nonsense Sales#400 - How to Spot Deals You’ll Actually Close | Johnny Larson
ACTIONABLE TAKEAWAYS Streamline Proposals: Remove unnecessary features to cut costs and stand out from competitors with bloated quotes. If prospects need a…
30 Minutes to President's Club | No-Nonsense Sales#399 - 30 Minutes of Advanced Negotiation Strategies | Spencer Ivey | 30MPC Hall of Fame
FOUR ACTIONABLE SALES TAKEAWAYS During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate…
30 Minutes to President's Club | No-Nonsense Sales#398 - The Science of Sales Training & What Top Teams Do Differently | 30MPC Playbook
Mark and Armand walk through the steps needed to provide effective ongoing training to your sales team. ACTIONABLE TAKEAWAYS Use a capability & cognitive load…
30 Minutes to President's Club | No-Nonsense Sales#397 - How I Went From Flat Broke to Closing 7-figure Deals | Johnny Larson
ACTIONABLE TAKEAWAYS Ask for Competitor Proposals: If a prospect cites competitor pricing, request their proposal to directly compare offerings and address…
30 Minutes to President's Club | No-Nonsense Sales#396 - Finding Business Level Pain Execs will ACTUALLY Care About | Maddy Jackson | 30MPC Hall of Fame
FOUR ACTIONABLE TAKEAWAYS Explore two types of impact with your prospect: hard metrics (e.g., hours spent, money lost) and soft impact. Address pain points in…
30 Minutes to President's Club | No-Nonsense Sales#395 - No BS Advice to Build Company Culture in 2025 | Steph Jenkins
ACTIONABLE TAKEAWAYS: Uncover what’s not working: Use varied questions in one-on-ones, like “If you had a magic wand, what would you change?” or “Where have we…
30 Minutes to President's Club | No-Nonsense Sales#394 - How to Close 90% of Leads Without a Single Cold Call | Vin Matano
ACTIONABLE TAKEAWAYS: Leverage Twitter for Outreach: Use X (formerly Twitter) creatively to direct prospects to your personalized email. Vin records and tweets…
30 Minutes to President's Club | No-Nonsense Sales#393 - Master Parallel Selling Strategies to Speed Up Every Deal | Samantha McKenna | 30MPC Hall of Fame
ACTIONABLE TAKEAWAYS: Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction Schedule multiple next steps…
30 Minutes to President's Club | No-Nonsense Sales#392 - How To Run a "Land & Expand" The Right Way (Eleanor Dorfman, ReTool)
ACTIONABLE TAKEAWAYS: Segmented Team Structure: Down-market teams focus on landing new logos, passing them to expand teams, while up-market AEs handle both…
30 Minutes to President's Club | No-Nonsense Sales#391 - How to Use AI for Prospecting Executives (Kyle Coleman, Copy.ai)
ACTIONABLE TAKEAWAYS: Identify Strategic Initiatives: Focus on big company bets that are close to revenue, such as IPOs, international expansions, or mergers…
30 Minutes to President's Club | No-Nonsense Sales#390 - Hall of Fame: Steven Bryerton
FOUR ACTIONABLE TAKEAWAYS Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no…
30 Minutes to President's Club | No-Nonsense Sales#389 - How to Lead a Sales Team From $0 to $100M in 8-Years
Mark Kosoglow walks through the key skills, responsibilities, and attributes for a Sales Leader at each phase of company growth Doer Phase (0 to $1M ARR): The…
30 Minutes to President's Club | No-Nonsense Sales#388 - How to Present HIGHER prices w/o Losing Sales (Belal Batrawy, Death To Fluff)
ACTIONABLE TAKEAWAYS: Limit Pricing Options to Three: Offering more than three options overwhelms prospects. Present only the most relevant three to simplify…
30 Minutes to President's Club | No-Nonsense Sales#387 - Hall of Fame: Josh Braun
FOUR ACTIONABLE TAKEAWAYS Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if…
30 Minutes to President's Club | No-Nonsense Sales#386 - How to Cut New Hire Ramp Time in Half (John Sherer, Growth Assistant)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Buddy System in Hiring: Involve the new hire’s buddy in the interview process to ensure a strong match. Focused Onboarding…
30 Minutes to President's Club | No-Nonsense Sales#385 - The Secret to Uncovering True Buyer Motivation in Seconds (Garrett Palmer, Pipedrive)
ACTIONABLE TAKEAWAYS: Start with “Why Did You Take the Call?”: Kick off by understanding the prospect’s motivation. For inbound leads, ask directly, "What…
30 Minutes to President's Club | No-Nonsense Sales#384 - Hall of Fame: Joe McNeill
ACTIONABLE TAKEAWAYS Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a…
30 Minutes to President's Club | No-Nonsense Sales#383 - How Gong's CRO Hires Top Talent: Mastering Interview Tactics (Shane Evans, Gong)
ACTIONABLE TAKEAWAYS: Ask About Interview Prep: Ask candidates, “What did you do to prepare?” to gauge their commitment and thoughtfulness. Challenge in Final…
30 Minutes to President's Club | No-Nonsense Sales#382 - Why Your Cold Call Value Prop Isn't Working | Sales Playbook
This was a preview from our upcoming course, Cold Calls to President's Club: register for the waitlist here ACTIONABLE TAKEAWAYS: No Value Propositions…
30 Minutes to President's Club | No-Nonsense Sales#381 - Hall of Fame: Robin De Vries
FOUR ACTIONABLE SALES TAKEAWAYS When looking for intel on an account, consider reaching out to ex-employees for insider info Record simple videos, dont be…
30 Minutes to President's Club | No-Nonsense Sales#380 - We Answer Your Cold Calling Questions (Sell Better)
This is an except from the Daily Sales Show by Sell Better with Will Aitken Check out the full show here…
30 Minutes to President's Club | No-Nonsense Sales#379 - Why Most Sales Reps Fail As Managers (Mark & Armand)
Mark & Armand link up live and in person to discuss the when, how, and who of promoting sales reps to sales managers ACTIONABLE TAKEAWAYS: Efficacy in Sales…
30 Minutes to President's Club | No-Nonsense Sales#378 - How To Win Complete Control of Your Deals (Dan Flood, Challenger)
ACTIONABLE TAKEAWAYS: Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion. Ask…
30 Minutes to President's Club | No-Nonsense Sales#377 - Hall of Fame: Matthew Mazankowski
Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close FOUR ACTIONABLE SALES TAKEAWAYS Do not spend excessive time researching when sometimes calling the…
30 Minutes to President's Club | No-Nonsense Sales#376 - How To Develop a Winning Sales Team Culture (Alex Kremer, Alluviance)
ACTIONABLE TAKEAWAYS Foster belonging to engage the prefrontal cortex: Sales reps thrive when they feel they belong, as it activates their prefrontal cortex…
30 Minutes to President's Club | No-Nonsense Sales#375 - How To Avoid Competitors Undercutting Your Deals (Johnny Larson, Talkdesk)
ACTIONABLE TAKEAWAYS Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself…
30 Minutes to President's Club | No-Nonsense Sales#374 - Hall of Fame: Lylle Ryals
TOP FOUR ACTIONABLE TAKEAWAYS Incorporate GIFs or Venn Diagrams in prospecting emails to capture attention effectively. When prospects mention a competing…
30 Minutes to President's Club | No-Nonsense Sales#373 - How to Use Intent-Based Selling for Huge Sales Development Success (Florin Tatulea, Common Room)
ACTIONABLE TAKEAWAYS: Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach. Call…
30 Minutes to President's Club | No-Nonsense Sales#372 - (Special) Mastering Sales Tonality (Jeremy Miner, 7th Level)
ACTIONABLE TAKEAWAYS: Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while…
30 Minutes to President's Club | No-Nonsense Sales#371 - Hall of Fame: Shelby Ferson
FOUR ACTIONABLE TAKEAWAYS To learn about what’s going on in other parts of your organization, get on the email alias distribution lists. Build out your go team…
30 Minutes to President's Club | No-Nonsense Sales#370 - Why You Should Still Cold Call (Make It Happen Mondays Podcast)
This is an except from the Make It Happen Mondays podcast with John Barrows Check out John's weekly sales podcast here…
30 Minutes to President's Club | No-Nonsense Sales#369 - How to Align Sales & Marketing for Predictable Pipeline Growth (Sonny Round, Panopto)
ACTIONABLE TAKEAWAYS: 80/20 Rule for Experimentation: Keep 80% of your team's work process-driven and reserve 20% for new, experimental ideas to avoid chaos…
30 Minutes to President's Club | No-Nonsense Sales#368 - How to Build Stronger Business Cases and Demos That Actually Connect with Buyers (Gal Aga, Aligned)
Get our Aligned Mutual Action Plan: https://my.teamaligned.com/room/66b4e7890a28d88fac3b89ef/overview?avk=a9c030cf FOUR ACTIONABLE TAKEAWAYS: Know Your…
30 Minutes to President's Club | No-Nonsense Sales#367 - Hall of Fame: Chip Wooten
FOUR ACTIONABLE TAKEAWAYS Find your prospect's birthday and then add them to your calendar to send thoughtful notes If a competitor is faltering run a list…
30 Minutes to President's Club | No-Nonsense Sales#366 - Cold Calling Sucks: Full Book Summary
Nick and Armand give an overview of all the content in their Amazon best selling book "Cold Calling Sucks (And That's Why It Works)" Order the book 30MPC…
30 Minutes to President's Club | No-Nonsense Sales#365 - The Ultimate Guide to Effective Sales Call Reviews (Armand Farrokh)
TOP ACTIONABLE SALES TAKEAWAYS: Layer your discovery tree: After a prospect speaks, pull up your discovery tree and ask, "Where are we now?" Identify if they…
30 Minutes to President's Club | No-Nonsense Sales#364 - Own the Sales Cycle: How to Take Command from Call One (John Barrows)
Join John's Newsletter FOUR ACTIONABLE TAKEAWAYS Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to…
30 Minutes to President's Club | No-Nonsense Sales#363 - Hall of Fame: Michelle Cecil
FOUR ACTIONABLE SALES TAKEAWAYS Recognize your SE and team members who help you on deals & onsites Call each attendee after a meeting to thank them for their…
30 Minutes to President's Club | No-Nonsense Sales#362 - Find Top 1% Sellers with Proven Outbound Recruiting Tactics (Armand Farrokh, 30MPC)
TOP ACTIONABLE SALES TAKEAWAYS: Connect with your team: Be connected with everyone at your company to easily back-channel info about candidates through mutual…
30 Minutes to President's Club | No-Nonsense Sales#361 - Tactical Steps to Speed Up Your Sales Cycle (Brian Lochner, Terminus)
Get our free Account Research toolkit FOUR ACTIONABLE TAKEAWAYS Mixtape Demo: Instead of sending a full 60-minute demo recording, send short, highlight…
30 Minutes to President's Club | No-Nonsense SalesProduct Roadmap: Q4 2024 (Course, Community, Content)
Here's and update on our reflections from Q3 and what we have planned for October-December 2024 on 30 Minutes To Presidents Club. Sales Course & Community ➥…
30 Minutes to President's Club | No-Nonsense Sales#360 - Lead Playbook: The Perfect 5-Stage Sales Process
Mark walks Armand through his step by step B2B sales process MARK'S PATH TO PRESIDENT’S CLUB Chief Revenue Officer @ Catalyst Software Sr. Vice President of…
30 Minutes to President's Club | No-Nonsense Sales#359 - How to Eliminate the 'No Decision' Risk and Close More Deals (Brian LaManna, Gong)
FOUR ACTIONABLE TAKEAWAYS Multi Single-Threading: After a big team meeting, send individual follow-up messages to key stakeholders. This helps build…
30 Minutes to President's Club | No-Nonsense Sales#358 - Hall of Fame: Maddy Jackson
FOUR ACTIONABLE TAKEAWAYS If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as…
30 Minutes to President's Club | No-Nonsense Sales#357 - How to Ask For The Meeting and Make Sure They Show Up (Tenbound Podcast)
This is an except from the Tenbound podcast with David Dulany Check out the GTM podcast here: https://tenbound.com/podcasts/ Join our weekly newsletter Things…
30 Minutes to President's Club | No-Nonsense Sales#356 - Having Immediate Impact When Taking Over a Sales Team (Chris Nethercote, Common Room)
ACTIONABLE TAKEAWAYS Empower your reps with a clear discount menu, outlining what’s approved for negotiations. Include things like signing during the trial…
30 Minutes to President's Club | No-Nonsense Sales#355 - Ask Tough Sales Questions Without Making it Awkward (Charles Muhlbauer, AlphaSense)
ACTIONABLE TAKEAWAYS Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally…