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#354 - Hall of Fame: Miles Kane
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When you are trying to clone that first rep, make sure that you don’t confuse personality with skill set. Your customers…
30 Minutes to President's Club | No-Nonsense Sales#353 - The Future of Outbound Sales (Topline Podcast)
This is an except from the Topline podcast with Sam, AJ, and Asad Check out their GTM podcast here: https://www.joinpavilion.com/blog/tag/topline-podcast Join…
30 Minutes to President's Club | No-Nonsense Sales#352 - Challenging Your Reps on Their Deal Risks (Chris Surdi, Ascend)
FOUR ACTIONABLE TAKEAWAYS Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify…
30 Minutes to President's Club | No-Nonsense Sales#351 - How to Outplay Competitors and Win High-Stakes Rip & Replace Deals (Jason Bay, Outbound Squad)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations…
30 Minutes to President's Club | No-Nonsense Sales#350 - Hall of Fame: Nick Casale
FOUR ACTIONABLE TAKEAWAYS Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig…
30 Minutes to President's Club | No-Nonsense Sales#349 - How to Navigate Firing, Hiring, and PIPs as a Leader (Ken Amar, Agoge Prospecting School)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding Design…
30 Minutes to President's Club | No-Nonsense Sales#348 - Mastering Multichannel Sales: How to Combine Cold Calls with Other Outreach (Sara Uy, Pareto)
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#347 - Hall of Fame: Charles Muhlbauer
FOUR ACTIONABLE TAKEAWAYS If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize. If you are…
30 Minutes to President's Club | No-Nonsense Sales#346 - 5 Steps to Become the Sales Leader That Inspires Your Team (David Priemer, Cerebral Selling)
FOUR ACTIONABLE TAKEAWAYS Delegate regular tasks, such as skill-building sessions in team meetings, to your reps to encourage leadership development and…
30 Minutes to President's Club | No-Nonsense Sales#345 - Sell Playbook: The Definitive Objection Handling Guide (Jason Bay, Outbound Squad)
Jason Bay, Nick, and Armand walk through how to handle almost all the objections you can encounter on a cold call RESOURCES DISCUSSED Join our weekly…
30 Minutes to President's Club | No-Nonsense Sales#344 - Hall of Fame: Chase Macaione
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer. What you do in a…
30 Minutes to President's Club | No-Nonsense Sales#343 - Sell Playbook: The 5 Most Common Cold Call Objections
Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through the five most common cold calling objections and run…
30 Minutes to President's Club | No-Nonsense Sales#342 - Proven Methods for Coaching AEs to Master Discovery and Close More Deals (Sean Gentry, WebFlow) (Sean Gentry, WebFlow)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ensure every deal in your CRM includes the date, specific next step, and goal to make pipeline reviews more…
30 Minutes to President's Club | No-Nonsense Sales#341 - Live Book Summary: Cold Calling Sucks (And That’s Why It Works)
Hey folks, today's the day. The book is officially live and the digital version is only $1 until Friday. You can get the book here :) - From your two favorite…
30 Minutes to President's Club | No-Nonsense Sales#340 - Master Parallel Selling Strategies to Speed Up Every Deal (Samantha McKenna, #samsales Consulting)
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#339 - Hall of Fame: Will Padilla
FOUR ACTIONABLE TAKEAWAYS Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation. Not interested: Is…
30 Minutes to President's Club | No-Nonsense Sales#338 - Sell Playbook: Value Propositions on Cold Calls
Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through four cold call openers and suggest which ones are best…
30 Minutes to President's Club | No-Nonsense Sales#337 - How to Avoid Hiring the Wrong Sales Reps and Build a Winning Team (John Sherer, Growth Assistant)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ask why the candidate is leaving their current job and why they want to join yours. This assesses their storytelling…
30 Minutes to President's Club | No-Nonsense Sales#336 - Asking The Right Questions on Cold Calls (Josh Braun, Braun Training)
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#335 - Hall of Fame: Sara Plowman
FOUR ACTIONABLE TAKEAWAYS Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for…
30 Minutes to President's Club | No-Nonsense Sales#334 - Sell Playbook: Cold Call Openers
Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through four cold call openers and suggest which ones are best…
30 Minutes to President's Club | No-Nonsense Sales#333 - Founder-Led Sales: Taking Your Startup to Market (Peter Kazanjy, Atrium)
FOUR ACTIONABLE FOUNDER TAKEAWAYS Your first customers should come from the founder Avoid steering the discovery conversation in a preferred direction, let the…
30 Minutes to President's Club | No-Nonsense Sales#332 - Get Ahead of Deal Killers by Asking Buyers the Hard Questions Upfront (Steven Bryerton, ZoomInfo)
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#331 - Hall of Fame: Ryan Reisert
FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections differently with a ledge (ledge > disrupt…
30 Minutes to President's Club | No-Nonsense Sales#330 - The Daily Habits That Set Top Sales Leaders Apart (Jordan Chavez, Navan)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Use calendar color coding to audit your time and ensure you're focusing on important tasks consistently Always be…
30 Minutes to President's Club | No-Nonsense Sales#329 - Unlocking Buyer Pain Points While Engaging Key Stakeholders (Maddy Jackson, Webflow)
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#328 - Hall of Fame: Talha Husayn
FOUR ACTIONABLE TAKEAWAYS Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations. Try to get a…
30 Minutes to President's Club | No-Nonsense Sales#327 - Sell Playbook: The Ultimate Cold Calling Masterclass
To celebrate the launch of our book on cold calling "Cold Calling Sucks (And That's Why It Works)" we've dropping this special playbook edition that covers…
30 Minutes to President's Club | No-Nonsense Sales#326 - Interview Smarter: Using Roleplays to Identify Top Sales Talent (Brooke Freedman, Chameleon)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Sales leaders need to stop observing from the sidelines and actively participate in deals as player-coaches, even if they…
30 Minutes to President's Club | No-Nonsense Sales#325 - The Perfect Deal Negotiation Process (Armand Farrokh, 30MPC)
TOP ACTIONABLE SALES TAKEAWAYS: Act surprised and maintain confidence when faced with resistance on price; don't normalize discounts or concessions easily…
30 Minutes to President's Club | No-Nonsense Sales#324 - Hall of Fame: Will Padilla
FOUR ACTIONABLE TAKEAWAYS When asked for pricing early, give a range but hold the other key pricing details until you get feedback. If you’re getting ongoing…
30 Minutes to President's Club | No-Nonsense Sales#323 - Lead Playbook: Fixing Your Pipeline Problem
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ensure there is a financial plan that walks through the pipeline conversion assumptions to keep your team and your…
30 Minutes to President's Club | No-Nonsense Sales#322 - Set Yourself Up for Negotiation Success by Crafting Your Business Case Early (Spencer Ivey, Webflow)
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#321 - Hall of Fame: Stevie Case
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line…
30 Minutes to President's Club | No-Nonsense Sales#320 - Driving Accountability and Empowering Sales Teams for Peak Performance (Jason Bay, Outbound Squad)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Hold regular one-on-one meetings, set public goals in team meetings, and use midweek check-ins to monitor and adjust…
30 Minutes to President's Club | No-Nonsense Sales#319 - Nail Your Cold Calls by Handling Objections and Following Up Like a Pro (Lylle Ryals, RocketReach)
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#318 - Hall of Fame: Shay Keeler
FOUR ACTIONABLE TAKEAWAYS Monday morning opportunity hit list: create a list of opportunities that don’t have next steps or told you to call back around this…
30 Minutes to President's Club | No-Nonsense Sales#317 - How to Lead Sales Managers and Address Underperformance (JD Miller, Kantata)
FOUR ACTIONABLE TAKEAWAYS: Introduce frontline manager talent pulse meetings involving key stakeholders (yourself, frontline manager, HR partner, and sales…
30 Minutes to President's Club | No-Nonsense Sales#316 - Building Champions Who Will Get The Deal Done (Joe McNeill, Influ2)
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#315 - Hall of Fame: Vin Matano
FOUR ACTIONABLE TAKEAWAYS Pick 5-10 accounts per week and focus all of your energy on them. That might look like sending emails Monday and Wednesday, then…
30 Minutes to President's Club | No-Nonsense SalesProduct Roadmap: Q3 2024 (Book launch, care package, 5 weeks of phones, host change)
Here's and update on our reflections from Q2 and what we have planned for July-September 2024 on 30 Minutes To Presidents Club. ❏ Cold Calling Sucks (And…
30 Minutes to President's Club | No-Nonsense Sales#314 - Identifying & Coaching Deal Blockers on Sales Teams (Levi Thomas, CaptivateIQ)
FOUR ACTIONABLE TAKEAWAYS: Review call recordings to gain insights into why deals are being lost, refining approaches based on observed best practices…
30 Minutes to President's Club | No-Nonsense Sales#313 - Prospecting Technical Buyer Personas and LinkedIn Outreach (Robin De Vries, MongoDB)
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#312 - Hall of Fame: Discovery
FOUR ACTIONABLE TAKEAWAYS Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past…
30 Minutes to President's Club | No-Nonsense Sales#311 - Running Sales Team Meetings That Actually Move The Needle (Armand Farrokh, 30MPC)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When you do a training introduce a topic then run 3 meetings to go deep on that topic, A.K.A. "The 1/3" Consider running…
30 Minutes to President's Club | No-Nonsense Sales#310 - Unconventional Approaches to Cold Calling (Matthew Mazankowski, Boomerang
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#309 - Hall of Fame: Kevin "KD" Dorsey
FOUR ACTIONABLE TAKEAWAYS PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the…
30 Minutes to President's Club | No-Nonsense Sales#308 - Coaching SDR Teams and SDR Leaders (Melissa Lui, AirGarage)
FOUR ACTIONABLE TAKEAWAYS Structure your SDR 1:1 as follows, start with their agenda and what's top of mind for them, then do a pipe review for accounts they…
30 Minutes to President's Club | No-Nonsense Sales#307 - Sell Playbook (Part 2): How to Structure an Effective Discovery Call (Nick & Armand)
FOUR ACTIONABLE SALES TAKEAWAYS Do 90 seconds of rapport building, launch off with a business related question that highlights you've done some research Set a…
30 Minutes to President's Club | No-Nonsense Sales#306 - Hall of Fame: Ryan Reisert
FOUR ACTIONABLE TAKEAWAYS Use the 80/20 principle - if someone hasn’t picked up within 5 calls, start expanding your efforts in the other channels. Prioritize…
30 Minutes to President's Club | No-Nonsense Sales#305 - Cloning Your Top Reps by Identifying What Good Looks Like (Kevin "KD" Dorsey)
FOUR ACTIONABLE TAKEAWAYS When working with reps and trying to help them improve, work backwards from what you want to the prospect to say then build what they…
30 Minutes to President's Club | No-Nonsense Sales#304 - Sell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand)
FOUR ACTIONABLE SALES TAKEAWAYS Avoid interrogating the prospect with surface level questions, use vertical questions to get deeper and give meaning to your…
30 Minutes to President's Club | No-Nonsense Sales#303 - Hall of Fame: Chris Orlob
FOUR ACTIONABLE TAKEAWAYS Ask your inbound leads what prompted them to take the call. Start your calls with outbound leads by calling out that they might not…
30 Minutes to President's Club | No-Nonsense Sales#302 - Keeping Reps Accountable to Their Forecasts (John Sherer, Growth Assistant)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Do a bi-weekly "pipe squeeze" (pipeline review) with each rep share your screen and take notes as you go to save time &…
30 Minutes to President's Club | No-Nonsense Sales#301 - Skyrocketing Close Rates with Onsites (Michelle Cecil, Procore)
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#300 - Hall of Fame: Henry Schuck
FOUR ACTIONABLE TAKEAWAYS Don’t let the fear of breaking rapport prevent you from asking for the next step. Answer the yes-or-no questions and SHUT UP! Figure…
- 30 Minutes to President's Club | No-Nonsense Sales
#299 - How To Move Indecisive Customers With The JOLT Effect
Top performers deal with buyer hesitancy just like everyone else. Their secret to driving deals forward? A simple framework for handling indecision. In this…
30 Minutes to President's Club | No-Nonsense Sales#298 - Rep Shadowing & Ridealongs Done Right (Paul Canty, Pulley)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Shadowing to remind yourself and your reps of the basics to spot opportunity areas Setting a goal without a "how" is not a…
30 Minutes to President's Club | No-Nonsense Sales#297 - May Special: Negotiation ft. Chris Voss (part 2)
FOUR ACTIONABLE TAKEAWAYS When responding to another parties asks in a negotiation, co-create the solution with them rather than going away and making a new…
30 Minutes to President's Club | No-Nonsense Sales#296 - Hall of Fame: Miles Kane
FOUR ACTIONABLE TAKEAWAYS Before agreeing to a give, ask what they’re willing to bring to the table. Map out every step of the process to the signature with…