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

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

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.

83 episodi

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

    71: Perfecting the Up-Front Contract...straight from the source (Joe Diliberto, President/Owner @ Sandler Training)

    29:44

    You’ve heard us mention frameworks like Up-Front Contract and Problem, Reason, Impact Q. Most of these were established and perfected through Sandler Training. Joe Diliberto comes on the show to give us the goods, straight from the source.======================Four Actionable Takeaways: * Use an UFC at the beginning of your meeting to anchor customers to next steps at the end.* Use an UFC at the end of your meeting to anchor to outcomes of the following meeting.* Demonstrate active listening and credibility by pausing to dig in deeper when uncovering a truth.* When surprised by a hard stop...establish an even shorter stop to figure out if the time is even needed.======================Joe’s Path to President’s Club:* President/Owner @ Sandler Training SF======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpc======================Focus Areas: Sales ProcessHelp us out with 30 Under 30: https://www.linkedin.com/in/abrambrownSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
  • 30 Minutes to President's Club | No-Nonsense Sales podcast

    Playbook 7: Cold Emails

    26:13

    Every 10th episode, we tear down one topic. This is how to send cold emails that actually work.======================Four Actionable Takeaways: * Stop trying to sell everything under the sun. Keep it to one pain point per email.* Start your sequence with an email, and move to 10 touches over 30 days with a mix of calls and emails.* Use the 3x3 rule with a crispy problem, what you do, and a quick ask for interest.* Avoid over formalities/news headlines so that your message actually resonates with the reader.======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpc======================Focus Areas: ProspectingHelp us out with 30 Under 30: https://www.linkedin.com/in/abrambrownSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
  • 30 Minutes to President's Club | No-Nonsense Sales podcast

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

    70: Breaking down negotiation tactics against every type of buyer persona (Morgan Melo, Sales @ Pave)

    27:31

    Morgan takes us through laughing when somebody asks for a discount, levers to maximize your commission, and how to structure your discovery calls so the negotiation is a breeze.======================Four Actionable Takeaways: * Use “typically” questions to demonstrate your credibility. Avoid the generic, open-ended q’s.* Lean on your relationship with the champion to be confident you have the deal BEFORE negotiation.* Figure out all of the non-ARR related gives in your toolbelt and leverage those first.* Laugh when you get a ridiculous ask on pricing if you’ve gotten agreement on the value.======================Morgan’s Path to President’s Club:* Sales @ Pave* Former AE @ Carta* Client Strategist @ PwC======================Interested in working with Armand and Morgan? Pave is hiring and you can reach the team at Armand@pave.com - send the best cold email you’ve got ======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpc======================Focus Areas: ProspectingHelp us out with 30 Under 30: https://www.linkedin.com/in/abrambrownSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
  • 30 Minutes to President's Club | No-Nonsense Sales podcast

    69: Adapting to the future of sales and prospecting into the millennial customer base (Collin Cadmus, Founder @ CollinCadmus.com )

    25:57

    Collin takes us through some really interesting frameworks on how to prospect in a new age of buyers. He also uncovers the secret to setting up a successful partnership network to keep the pipeline full.======================Four Actionable Takeaways: * Optimize your voicemail for transcription - keep it simple and skip the feature dump.* Get your golden nugget and turn it into a Next Step - don’t keep digging.* Keep your prospecting short and sweet to avoid rabbit holes.* Find different people/partners you can exchange leads with to keep our pipeline full.======================Collion’s Path to President’s Club:* Founder @ CollinCadmus.com* Former VP Sales @ Aircall======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpc======================Focus Areas: ProspectingHelp us out with 30 Under 30: https://www.linkedin.com/in/abrambrownSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
  • 30 Minutes to President's Club | No-Nonsense Sales podcast

    30 Under 30 Rewind: Running a Sales Process

    28:54

    We're running it back! Many of you have asked if there was an easy way to listen to all of our playbook episodes in succession. Well here it is.======================Takeaways:* Before: shared agenda, get your “checklist” questions out the way, know your audience* During: set agenda & exit criteria, meeting mechanics (audio, etc.), schedule next steps* After: Recap email/call, multi-thread follow-ups* After 7 touches with no reply, you have your answer======================Help us out with 30 Under 30: https://www.linkedin.com/in/abrambrownSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
  • 30 Minutes to President's Club | No-Nonsense Sales podcast

    30 Under 30 Rewind: Mastering Negotiation

    27:53

    We're running it back! Many of you have asked if there was an easy way to listen to all of our playbook episodes in succession. Well here it is.======================Takeaways:* Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before* Price is based on internal (timeline, pain points) and external factors (competitve landscape)* Explain how price is structured BEFORE you give it, then shut up* Seek first to understand - get them to sell themselves first. Discounts need to have a give for get.======================Help us out with 30 Under 30: https://www.linkedin.com/in/abrambrownSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
  • 30 Minutes to President's Club | No-Nonsense Sales podcast

    30 Under 30 Rewind: Be a Machine

    26:27

    We're running it back! Many of you have asked if there was an easy way to listen to all of our playbook episodes in succession. Well here it is.======================Takeaways:* Morning routine: Wake up, make the bed, read, exercise, start on your terms.* Plan your attack: 8-3 are your golden hours, 3-6 are your admin hours. Batch everything.* Crank the wheel: Close email, close slack, draw 80/20 lines everywhere and sprint* Breathe: Unsubscribe from every mailing list, every unnecessary notification. Block it out.======================Help us out with 30 Under 30: https://www.linkedin.com/in/abrambrownSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
  • 30 Minutes to President's Club | No-Nonsense Sales podcast

    30 Under 30 Rewind: How to Cold Call

    26:22

    We're running it back! Many of you have asked if there was an easy way to listen to all of our playbook episodes in succession. Well here it is. ======================Takeaways:* Preparation - Get all your research done before, 40 dials over 60 minutes* Tone - Kill all your uptones and slow the conversation down like an executive* Opener - ‘Heard our name tossed around’ or ‘ask for permission.’ Not ‘how’s it going.’* Value - Lead with typically language and problems. Then, solve the problem.* Objections - Calibrate the objection first. Ask disarmingly blunt questions.* Go in for the Kill - Suggest some times. If the calendar’s gone, send the placeholder======================Help us out with 30 Under 30: https://www.linkedin.com/in/abrambrownSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
  • 30 Minutes to President's Club | No-Nonsense Sales podcast

    68: Maximizing your pipeline by going wide AND deep on your prospecting (Tonima Khan, Senior AE @ Slack)

    25:50

    Tonima Khan is a student of her customer’s business. It’s what allows her to multi-thread enterprise deals to maximize pipeline with only 5-7 accounts. ======================Four Actionable Takeaways: * Segment your cadences based on industry / persona to further personalize.* Target multiple departments of your prospect’s business. Don’t just stop when you reach one.* Always be prepared to “give” with an initial theory on the prospect’s pains based on the market.* Avoid going right to the demo without getting some discovery in return.======================Tonima’s Path to President’s Club:* Senior AE @ Slack* Former Sales Manager @ Oracle======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpc======================Focus Areas: ProspectingHelp us out with 30 Under 30: https://www.linkedin.com/in/abrambrownSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
  • 30 Minutes to President's Club | No-Nonsense Sales podcast

    67: Becoming the CEO of your territory in your path to President’s Club (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)

    26:51

    Anthony delivers a 30 minute map of how to get to President's Club. Which is the name of our show.======================Four Actionable Takeaways: * Ask your customer how they build business cases instead of just sending over your ROI sheet.* Give an intentionally large range when asked about pricing to gauge where they stand.* Get as many referrals as you can, from as many teammates as you can - “Shark Week”* After the pricing “give”, you should always ask for the budgeting process as a “get”======================Anthony’s Path to President’s Club:* VP of Industries & GTM Solutions // Former VP of Enterprise Sales - West @ Clari* RVP of Enterprise Sales @ Oracle======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpc======================Focus Areas: Sales ProcessHelp us out with 30 Under 30: https://www.linkedin.com/in/abrambrownSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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