Shows
30 Minutes to President's Club | No-Nonsense Sales#546 - Fixing the WORST Cold Call Pitches Known to ManNick Cegelski breaks down why most cold call pitches fail—and how to fix them. Nick explains why generic value propositions packed with buzzwords like optimize, streamline, and AI-powered sound nice but mean nothing to buyers. Instead, he introduces the problem proposition framework: leading with a vivid, emotionally charged problem your buyer actually feels, then briefly showing how you solve it. Through real-world pitch rewrites (including Ramp and Laurel), Nick shows how to ditch marketing jargon, speak in “dumb human language,” and build cold call openings that spark curiosity instead of instant objections.
These Course...
2026-02-1019 min
30 Minutes to President's Club | No-Nonsense Sales#540 - Cold Call Masterclass: The Perfect Script (With LIVE Calls to Prove It)We break down the exact cold call script that’s helped book meetings on 1 out of every 3 connects then prove it by making live cold calls on camera.
Armand Farrokh and Nick Cegelski walk through the full cold call framework they’ve used as operators, leaders, and authors of *Cold Calling Sucks (And That’s Why It Works) from opener, to pitch, to objection handling with real examples and zero theory fluff.
You’ll learn how to use the “Heard the name tossed around” opener to break the telemarketer stigma, why...
2026-01-2056 min
30 Minutes to President's Club | No-Nonsense Sales#530 - Negotiation Masterclass: Your Sales Commission SaviorDecember deals are different.
Negotiations drag. Legal stalls. Procurement kicks it to January. And your EOQ slips away.
In this Masterclass, Todd Caponi joins Nick and Armand to share strategies from his new book, Four Levers Negotiating. He’ll show you how to flip the script and close what’s left on the table — before the ball drops.
Todd is the founder of Sales Melon, the host of The Sales History Podcast, and an author of award-winning business books. He’s also a C-Level sales leader, and he knows what he’s talking about.
You’ll learn how to win negotiat...
2025-12-0940 min
30 Minutes to President's Club | No-Nonsense Sales#526 - The Ultimate Cold Calling Q&A: 16 Questions to Book Your Next MeetingFrom Armand Farrokh and Nick Cegelski, the duo behind the 50,000-copy best-selling cold calling book, this episode breaks down the exact playbook top reps use to consistently book meetings. Learn the highest-converting openers, how to tailor context to any persona, the tactics they use to disarm prospects, and the triple-bypass method for getting past gatekeepers. You’ll also get strategies to avoid spam-tagging, boost connect rates, and keep momentum high during every dial block.
Timestamps:
00:01 Current top cold call opener (Tailored Permission)
03:33 Adjusting your opener for CFOs and senior decision-makers...
2025-11-2538 min
30 Minutes to President's Club | No-Nonsense Sales#518 - 5 Terrifying Sales Ghosts That Will Haunt Your Quota | Halloween SpecialThis Halloween, the 30 Minutes to President’s Club crew takes you inside the haunted house of sales — where deals disappear, demos die, and negotiations bleed revenue. Nick, Armand, and Steve break down five sales ghosts that secretly destroy your pipeline and show you exactly how to exorcise them using elite B2B sales tactics, closing frameworks, and storytelling mastery.
If you’re serious about hitting quota, closing complex deals, and running world-class discovery and demos, this spooky special is your sales survival guide.
The 5 Sales Ghosts (and How to Defeat...
2025-10-3032 min
30 Minutes to President's Club | No-Nonsense Sales#517 - The Secret to Handling Nasty Cold Call Objections18 Objections and Scripts for Each
Nick Cegelski shares how to turn quick rejections into real sales conversations using his Mr. Miyagi Method for dismissive objections. He explains why most brush-offs aren’t about your product at all but about the interruption, and how to agree with objections, lower resistance, and reintroduce your pitch naturally. You’ll learn how to replace pressure with curiosity, keep prospects talking, and book more meetings with confidence. For more scripts and examples, grab the free objection handling guide linked in the description.
RESOURCES DISCUSSED
18...
2025-10-2815 min
30 Minutes to President's Club | No-Nonsense Sales#515 - 21 PERFECT Sales Discovery Questions to Ask Your Prospect (Part 1)Get your prospect to spill their guts on the very FIRST discovery call!
In this first episode of a three-part 30 Minutes to President’s Club series, host Nick Cegelski reveals the 10 best discovery questions top-performing sales reps use to get prospects to open up from the very first call. These early-stage discovery questions are designed to uncover true motivation, business pain, and urgency — not just surface-level interest. You’ll learn exactly how to guide your conversations with questions that make prospects tell stories, reveal priorities, and show you how to win the deal.
...
2025-10-2316 min
30 Minutes to President's Club | No-Nonsense Sales#502 - Software Demo Secrets That Instantly Close DealsStruggling to move deals forward after group demos? In this video, sales expert Nick Cegelski reveals a proven software demo process that keeps prospects engaged and drives real buying conversations. Discover what elite sellers do before and after a demo to build trust, personalize the experience, and win over every key stakeholder.
You’ll learn why cold demos fail, how to warm up the room with pre-calls, and how post-demo follow-up can unlock true multithreading. Whether you're in SaaS sales, B2B tech, or enterprise deals, these software demo tips will help you close fa...
2025-09-2309 min
30 Minutes to President's Club | No-Nonsense Sales#498 - My Honest Career Advice for Aspiring Tech Sales RepsNick Cegelski and Armand Farrokh tackle the biggest sales career questions—from landing your first SDR role to earning promotions, breaking into SaaS, and accelerating your path to President’s Club.
🎙️ ACTIONABLE TAKEAWAYS:
Stand out in interviews by skipping “spray and pray” applications—network with reps, cold email leaders, and show you can sell your way into the process.
Know when to stay or move on by evaluating the “four pillars”: learning, earning, growing, and connection. If only two are strong, it’s time to leave.
Avoid career-stalling habits like job-hopping for small pay bumps or choosing...
2025-09-0931 min
30 Minutes to President's Club | No-Nonsense Sales#497 - Get Past ANY Gatekeeper with This Proven Cold Call ScriptLearn 3 proven cold call tactics to get past any gatekeeper and reach decision-makers without lying, pitching, or wasting time. These step-by-step strategies will help you control the conversation, boost your connect rate, and book more meetings.
🎙️ ACTIONABLE TAKEAWAYS:
Adopt the “owner” mindset: Approach gatekeepers with confidence and authority—don’t over-explain, pitch, or try to befriend them. Your demeanor should signal that you belong.
Use the Triple Bypass Method: Start with the Slide By (simple ask to be connected), then provide Context (reason for calling without pitching), and finally lean on Social Proof (reference simi...
2025-09-0413 min
30 Minutes to President's Club | No-Nonsense Sales#487 - 8 INSANE Sales Negotiation Stories You Won’t Believe Are True📧 Cold Email Course: http://bit.ly/44K6jy3
☎️ Cold Call Course: https://bit.ly/4jqQ4w2
🔮 Discovery Course: https://bit.ly/4cQYaM8
🛠️ Free Toolkits: http://bit.ly/4nZwvO5
In this episode, Armand and Nick break down 8 of the toughest, most painful negotiation battles they’ve ever faced — and the exact moves that helped them win (or lose) those deals. From wild buyer tactics to massive pricing mistakes, you’ll learn how to hold the line and close like a pro.
🎙️ ACTIONABLE TAKEAWAYS
Anchor high, then shut up: Star...
2025-07-3134 min
30 Minutes to President's Club | No-Nonsense Sales#486 - 8 BRUTAL Discovery Lessons That Will SAVE Your Next Deal📧 Cold Email Course: http://bit.ly/44K6jy3
☎️ Cold Call Course: https://bit.ly/4jqQ4w2
🔮 Discovery Course: https://bit.ly/4cQYaM8
🛠️ Free Toolkits: http://bit.ly/4nZwvO5
Armand and Nick share the 8 most painful discovery lessons they had to learn the hard way, so you don’t have to. From broken agendas to botched first impressions, this is the real playbook for leveling up your first call.
🎙️ ACTIONABLE TAKEAWAYS
Ditch the interrogation-style discovery. Use each answer to guide your next question and go deeper instead of ju...
2025-07-3039 min
30 Minutes to President's Club | No-Nonsense Sales#482 - We Analyzed 85 Million Cold Emails: This is How You GUARANTEE Replies | Sell PlaybookHuge Announcement 👉 Our next course is here: The Reply Method for Double Digit Replies
Learn more + get free toolkits here: https://www.30mpc.com/course/cold-email-course
What you need to know:
A great cold email system gets you more replies, from better prospects, in less time — and it works even when you're not perfect.
That’s what this course teaches: how to write cold emails that feel personal, without spending hours customizing. How to craft offers that actually get responses. How to sequence, follow up, and sta...
2025-07-2244 min
30 Minutes to President's Club | No-Nonsense Sales#479 - 8 Brutal Cold Email Truths That Guarantee Higher Open RatesCold Email Course Waitlist
Grab the Cold Email Template Pack
Cold email isn’t dead—but your current strategy might be. In this episode, Nick and Jason trade brutal truths from the front lines of outbound to help you write emails that actually get replies.
🎙️ ACTIONABLE TAKEAWAYS
AI Isn’t the Problem—You Are: Learn how to feed AI the right intel to craft emails that outperform humans.
Pattern = Ignored, Bursts = Attention: Why rhythmic prospecting sounds like noise and what to do instead.
Don’t Ask for Time: Askin...
2025-07-1530 min
Closing Time: quick insights from sales & marketing experts7 tips to accelerate pipeline velocity and compress your sales cycle -- with 30 Minutes to President's Club's Nick CegelskiTime kills deals. We all know it. Yet, in 2025, slow-moving pipelines and endless sales cycles are more common than ever. Buyers have more power, more options, and more reasons to delay decisions. But what if you could flip that dynamic and move deals forward faster? Nick Cegelski, founder of 30 Minutes to President's Club and author of Cold Calling Sucks, has mastered this art. He shared seven practical ways—from securing same-day next steps to holding pre-discovery calls with stakeholders—sellers can speed things up, accelerate pipeline velocity, and close more business. Nick's team at 30MPC also...
2025-07-0719 min
30 Minutes to President's Club | No-Nonsense Sales#464 - The 10 Brutal Cold Calling Lessons You NEED to Learn Today | 30MPC Playbook (Sell)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 t...
2025-05-2736 min
The 20% Podcast with Tyler Meckes249: Hosting Dooly’s “Fire Talks” featuring Nick Cegelski and Armand Farrokh (Co-Host’s of 30 Minutes To President’s Club)This week’s episode is a throwback conversation that I had while I was leading Account Management at Dooly. While at Dooly, cross-functional alignment was crucial for our teams, and the incredible Marketing team allowed me the chance to host “Fire Talks” their spin off of Hot Ones.During this show, the 30 Minutes To President’s Club Hosts joined me to eat some really hot Hot Sauce, and ask them some even hotter questions on the world of Sales. This was a fun conversation where Nick almost cried. Please enjoy this week’s Spicy conversation with Nick C...
2025-05-2651 min
Reed Between the LinesHow to Build a Multi-Million Dollar Content Engine (with Nick Cegelski)How do you turn one podcast into a multi-million dollar content machine?Nick Cegelski, co-founder of 30 Minutes to President's Club, did it by starting with a single podcast and expanding into LinkedIn, newsletters, digital events, and a bestselling book with over 30,000 copies sold.In this episode, Nick breaks down:— How to create a content engine that gets people to like, download, and subscribe— Why going all-in on one channel first sets you up for long-term success— The secret to producing highly tactical content your audience actually wants— How to use personal networks...
2025-02-261h 06
Closing Time: quick insights from sales & marketing expertsHow to Manage Your Sales Pipeline Like a President's Club Seller -- with 30mpc's Nick CegelskiA messy pipeline doesn't just frustrate your sales leader—it kills deals. When sellers don't have a clear picture of where each opportunity stands, they waste time chasing the wrong prospects, struggle to forecast accurately, and ultimately lose revenue. So why isn't pipeline hygiene every team's top priority? Because it takes time, discipline, and a little help from our friends at 30 Minutes to President's Club. In this episode of Closing Time, Insightly SVP Geoff Coutts welcomes Nick Cegelski, Founder of 30mpc, to share actionable strategies to manage your sales pipeline like a president's club seller. Ni...
2025-02-0320 min
30 Minutes to President's Club | No-Nonsense Sales#420 - How to Build the Perfect Sales Team, Role by Role | Mark, Nick, & ArmandNick, Armand, and Mark Kosoglow talk through how and when you should make different sales hires as your sales team grows.ACTIONABLE TAKEAWAYS:
Hire Builders First: Early sales hires should create processes, while later hires follow them.
CEO Sales Involvement: Founders should sell until they define the product and process, then transition to AEs.
Scaling Key Roles: Maintain a 1:1 AE to SDR ratio early, shifting to 2:1 later. Hire RevOps early; SE and enablement depend on need.
Manager & Director Timing: Keep managers at 8 reps max, stretching to 10-12 if needed. Delay director hires until...
2025-01-3051 min
Bold CallingSelf-reliant sourcing with Nick Cegelski and Allie BrothertonIn this episode of Bold Calling, Adam Sockel sits down with Allie Brotherton, Senior Sales Manager at Orum, and Nick Cegelski, co-host of 30 Minutes to President’s Club and co-author of Cold Calling Sucks and That’s Why It Works. Together, they dive into the increasingly critical topic of self-sourcing for account executives. From actionable tips to thoughtful strategies, this episode is a masterclass for any AE looking to take control of their pipeline. What You’ll Learn in This Episode: Why self-sourcing is no longer optional for AEs in today’s sales landscape. The importance of funne...
2025-01-2838 min
Negotiate AnythingNick Cegelski: How Slowing Down Can Speed Up Your SuccessRequest A Customized Workshop For Your CompanyIn this episode of "Negotiate Anything," hosts Kwame Christian and Nick Cegelski dive deep into practical negotiation and persuasion tactics that you can implement immediately. Nick, who runs the podcast "30 Minutes to Presidents Club," shares his expertise from years of selling software to law firms. The conversation focuses on actionable tips to help you better understand your counterpart and negotiate more effectively. Discover how to slow down conversations, clarify ambiguous terms, and keep all negotiation asks organized.What will be covered:
The importance of...
2025-01-2440 min
30 Minutes to President's Club | No-Nonsense Sales#416 - The Ultimate 5 Stage Sales Process to Speed Up Your Deals | 30MPC Playbook (Sell)Nick and Armand break down the perfect 5 stage sales process to get your deals closed fast. Stage 1 Problem Agreement: Ensure both parties align on the problem being solved before moving forward.Stage 2 Solution Agreement: Confirm the solution addresses the agreed problem effectively.Stage 3 Power Agreement: Secure buy-in from decision-makers and key stakeholders.Stage 4 Commercial Agreement: Reach consensus on pricing, terms, and conditions.Stage 5 Vendor Approval: Navigate internal processes to finalize and approve the deal.Map these stages to your sales cycle, d...
2025-01-2150 min
NexGen CMO PodcastNick Cegelski on Event Strategies that Actually WorkIn this episode, Kelly Hopping and Nick Cegelski, founder of 30 Minutes to Presidents Club, discuss the importance of events in driving sales success. Nick shares effective strategies for pre-event prospecting, crafting outreach messages, and leveraging recognition at events to enhance networking opportunities. Together they discuss the importance of personal connections and tailored approaches in both virtual and in-person settings.
2024-11-1944 min
30 Minutes to President's Club | No-Nonsense Sales#366 - Cold Calling Sucks: Full Book SummaryNick 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
2024-10-0449 min
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➥ Get on the waitlist: https://30mpc.com/course➥ Subscribe so you don't miss updates: https://tactics.30mpc.com/newsy❏ More 30MPC ❏➥ Follow Armand on Twitter: https://twitter.com/armandfarrokh➥ Follow Nick on Twitter: https://twitter.com/NickCeg➥ YouTube: https://www.youtube.com/@30MPC➥ Tactic Teardowns: https://www.30mpc.com/teardown...
2024-09-2313 min
30 Minutes to President's Club | No-Nonsense Sales#350 - Hall of Fame: Nick CasaleFOUR 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 internally.
Prep for your sales calls by understanding lookalike conversations your team has had in the past.
Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just pull them into the boat. Let them know that the boat is there and you have an awesome champion so they can affirm you’re in the right place.
Don’t say “AI” in your sales call. Instead, focus on the pro...
2024-09-0234 min
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 callRESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
The Book on Cold Calling
Outbound Squad
2024-08-2047 min
Make It Happen Mondays - B2B Sales Talk with John BarrowsArmand Farrokh and Nick Cegelski: Cold Calling Sucks (and That’s Why It Works)John Barrows is joined by sales juggernauts Nick Cegelski and Armand Farrokh, founders of “30 Minutes to President’s Club,” and authors of the game-changing book, “Cold Calling Sucks (And That’s Why It Works).” Together, they unpack insights derived from over 300 million analyzed cold calls, revealing hard-hitting strategies that separate top performers from the rest. Discover the role of tone, the importance of data accuracy, and the power of a multi-channel approach within your cold calling success. They also offer actionable tips on mastering objections, effectively engaging with gatekeepers, and bringing a human touch to your sales calls.Are you in...
2024-08-191h 04
30 Minutes to President's Club | No-Nonsense Sales#343 - Sell Playbook: The 5 Most Common Cold Call ObjectionsGet 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 through ways you can overcome them.
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Things you can steal
2024-08-1611 min
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 30MPC sales goons, Armand and Nick
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Things you can steal
2024-08-1458 min
The Sales EvangelistArmand Farrokh and Nick Cegelski | Traditional Cold Calling Sucks, Try This Instead! Cold calling is becoming increasingly difficult for sellers. The old methods aren't working, and you have no clue what the new cold outreach techniques are. Don't worry, I got you covered. In this episode, I'm joined by Armand Farrokh and Nick Cegelski, co-authors of the book "Cold Calling Sucks, That's Why It Works." Together, we discuss the challenges of cold calling and share proven strategies to improve success rates based on their extensive experience and data analysis. Data-Driven Strategies for Success Nick shares data on the success rates of different call openers. He recommends...
2024-08-1432 min
30 Minutes to President's Club | No-Nonsense Sales#338 - Sell Playbook: Value Propositions on Cold CallsGet 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 backed by Gong's data from over 300 million cold calls
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2024-08-0912 min
Coffee & CompeteWhen Nike Won the Olympics & Four Ways to Knock Competitors Out of the Deal Early w/ Nick CegelskiIt's Olympics season, and when it's Olympics season, competition is running high - we've got a JUICY story about when Nike beat Adidas at the 2012 London Olympics (even though Adidas had a huge head start), and we had a chat with the sales legend Nick Cegelski who went toe-to-toe with Hunter sharing four ways you can knock a competitor out of an early-stage deal.TIMESTAMPS:(00:00:00) Welcome to the show!(00:02:55) What's Brewing: Nike vs. Adidas at the 2012 London Olympics(00:16:00) Cup of Wisdom with Nick Cegelski(00:18:04) Your sales deal is won...
2024-08-0852 min
30 Minutes to President's Club | No-Nonsense Sales#334 - Sell Playbook: Cold Call OpenersGet 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 backed by Gong's data from over 300 million cold calls
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Things you can steal
2024-08-0209 min
Press Play On The Full Audiobook That Keeps Curious Minds Hooked.Cold Calling Sucks (and That's Why It Works) by Armand Farrokh, Nick CegelskiPlease visithttps://thebookvoice.com/podcasts/2/audible/98914to listen full audiobooks.
Title: Cold Calling Sucks (and That's Why It Works)
Author: Armand Farrokh, Nick Cegelski
Narrator: Armand Farrokh, Nick Cegelski
Format: mp3
Length: 4 hrs and 9 mins
Release date: 07-30-24
Ratings: 5 out of 5 stars, 116 ratings
Genres: Sales & Selling
Publisher's Summary:
Cold calling is painful and uncomfortable for every single salesperson on Earth. The average seller makes a couple dials, hits 6 voicemails, and gives up the moment a prospect hits them with a nasty objection. But every time you decide to pick up the phone in spite of the suck, you separate...
2024-07-304h 09
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 That's Why It Works) ❏➥ Get your Cold Call Care Package: https://30mpc.com/coldcall➥ Sign up for the preorder release event on objections: https://tactics.30mpc.com/how-to-handle-any-objection-on-a-cold-call➥ Subscribe so you don't miss "5 Weeks Of Phones": https://tactics.30mpc.com/newsy➥ Join us in the release and live book summary: https://tactics.30mpc.com/live-book-summary-cold-calling-sucks-and-thats-why-it-works❏ More 30M...
2024-06-2120 minNegotiate AnythingNick Cegelski’s Top Persuasion Techniques You Can Use NowAre you ready to elevate your life and career through the power of negotiation? Join us in celebrating the official launch of Negotiate Anything Premium! This isn't just an upgrade—it's a transformation. Dive into a treasure trove of bonus content, enjoy ad-free listening, and access a comprehensive resource for mastering negotiation.What's in it for you?
Exclusive Advice: Gain insights from top negotiation experts.
Community Support: Connect with a like-minded community focused on growth.
Personal & Professional Growth: Unlock strategies to enhance every aspect of your life.
You deserve to negotiate more of the best th...
2024-06-1041 min
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 PPO agenda, coving the purpose, plan, and outcomes of the call
Ask the prospect why they took the call, if they don't give you a good answer offer them a high-level overview to anchor their expectations
At the end of the call run the 5-minute drill which includes 3-questions, do you want to buy? When do you want to buy? How do you buy?
RESOURCES DISCUSSED
Join our weekly...
2024-06-0427 min
Jump PodcastsHow To Grow On LinkedIn | Tactical Sales Advice With 30MPC Founder, Nick CegelskiToday on "5 Minute Founders" we sit with Nick Cegelski, the Co-Founder of the revenue media platform, "30 Minutes To President's Club," which also happens to be the #1 sales podcast in the world. Nick shares the mission behind sharing actionable sales advice as welll as how they created a fan base for their podcast from the day it launched.
Hosted by Matt LeBlanc, "5 Minute Founders" picks the brains of actual founders on the strategies, growth hacks, and stories of how they built their own companies.
If you are a company that is interested in hyper-scaling through...
2024-05-2836 min
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 questions
Try to avoid putting words into your prospect's mouth or leading them with stereotypical sales questions that make them feel trapped
Aim to uncover the prospect's situation, problems, and impacts with questions like "Why did you take the call?", "
Recap what you've learned and give back by sharing a story or a very short "harbour tour demo"
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Early access...
2024-05-2837 minThe 20% Podcast with Tyler Meckes196: Hosting Dooly’s “Fire Talks” featuring Nick Cegelski and Armand Farrokh (Co-Host’s of 30 Minutes To President’s Club)This week’s episode is a throwback conversation that I had while I was leading Account Management at Dooly. While at Dooly, cross-functional alignment was crucial for our teams, and the incredible Marketing team allowed me the chance to host “Fire Talks” their spin off of Hot Ones.
During this show, the 30 Minutes To President’s Club Hosts joined me to eat some really hot Hot Sauce, and ask them some even hotter questions on the world of Sales. This was a fun conversation where Nick almost cried.
Please enjoy this week’s Spicy conversation with Nick C...
2024-05-2051 minNegotiate AnythingTactics You Can Use TODAY to Be More Persuasive With Nick CegelskiRequest A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/In this episode, Nick Cegelski, Founder and host of the podcast, "30 minutes to President's Club," discusses how to negotiate and have difficult conversations about sales talks, newsletters, and webinars, exclusively on what salespeople can do, say, or write on that particular day.In it, we talk about;1. Seek first to understand before trying to be understood, by using the phrase, "What did you have in mind?"2. Silence. Bring a...
2024-04-1339 min
30 Minutes to President's Club | No-Nonsense Sales#270 - Sales Playbook: Armand and Nick Teach You How to Handle ANY Cold Call ObjectionEvery 10th episode, we tear down one topic. This time, we’re talking about objections. ACTIONABLE TAKEAWAYS
Most objections are actually reactions. So if you know how to handle the reaction, you’ll swat away any objection.
The intro to the Mr. Miyagi method - agree with the objection to remove the pressure, incentivize conversation to get them to share more about the objection, and sell the test drive.
For dismissive objections be disarmingly blunt; for “not interested” objections, handle the reaction, not the objection; for situational objections, like “no budget”, or “too expensive”, remove the pressure of the...
2024-03-1232 min
30 Minutes to President's Club | No-Nonsense Sales#263 - Why You Should Never Mention AI in Your Sales Calls (Nick Casale, Handoffs)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 internally.
Prep for your sales calls by understanding lookalike conversations your team has had in the past.
Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just pull them into the boat. Let them know that the boat is there and you have an awesome champion so they can affirm you’re in the right place.
Don’t say “AI” in your sales call. Instead, focus on the pro...
2024-02-2733 min
30 Minutes to President's Club | No-Nonsense Sales#234 - Sales Playbook: Nick and Armand Teach You How To ForecastEvery 10th episode, we tear down one topic. This time, we’re talking about landing your forecast in Q4.Bonus: Get the 30MPC Forecasting GuideACTIONABLE TAKEAWAYS
The forecast should never be a surprise to your manager. You should be able to give one-sentence pipeline review updates and get through over 15 deals in a 30-minute pipeline review into your forecast.
For your forecast, you're going to call your key deals and your worst case and move to your commit, which is your bet on what will actually happen.
Pl...
2023-12-1227 min
30 Minutes to President's Club | No-Nonsense Sales#230 - Jen Puts Nick in the Hot Seat to Learn His Secrets to the Perfect Sales Call (Nick Cegelski @ 30 Minutes to President’s Club)FOUR ACTIONABLE TAKEAWAYS
Back Pocket Questions - Prepare multiple questions for your sales calls that you can pull out at any time. Use them if you get "stuck" at any point.
Strategic Social Proof - instead of simply namedropping customers, use customer story examples that are relevant to how you’d envision your buyer using your service, ex. Having a similar use case.
Make Discounting "Weird" - When you get hit with a price objection, your response needs to signal concern/confusion. You want to signal that this request is not biz as usual.
Alternative Video Use Cases...
2023-11-2832 min
30 Minutes to President's Club | No-Nonsense Sales#223 - 30MPC Live at Unleash 2023: The Golden Path to Closing Deals at PowerIn this live episode of 30MPC direct from Unleash 2023, hosts Armand and Nick teach you how to close deals at power using The Golden Path. Learn how to set a strong agenda, understand executive priorities, and align your solution to close deals at lightning speed in this special episode of 30MPC.Ready to walk The Golden Path? Download our tactic toolkit to get started!
2023-11-0652 min
30 Minutes to President's Club | No-Nonsense Sales#209 - Identifying decision-makers early (Brandon Sedloff, SVP of Sales @ Juniper Square)FOUR ACTIONABLE TAKEAWAYS
Use the NDA to test for signing authority early in the process.
Send an executive update early in the process so that you have a thread to call on when things don't go so well.
Map out the process in a way that makes sense to them. Not to you. AKA not a buyer's journey.
The person who's involved in the RFP is usually the person who wins the RFP.
PATH TO PRESIDENT’S CLUB
Managing Director/SVP @ Junipare Square
Podcaster @ Juniper Square
Advisor @ Prophia
THE LA...
2023-10-0434 min
30 Minutes to President's Club | No-Nonsense Sales#198 - Club Playbook: Do the opposite (ft. Nick Cegelski)ACTIONABLE TAKEAWAYS
Every 2-3 days reach out to prospects via phone, email, LinkedIn. Get on their radar and get a response.
Abide by the law of diminishing returns. If a prospect isn't responding, give up and reallocate that effort to prospects that are legitimate.
At the end of the meeting, before getting to the next step, pulse-check the customer using the 5-minute drill.
It’s okay to sometimes lose a negotiation in favor of getting the deal done.
Whenever possible, you should opt for a live conversation with your prospects.
Abandon the belief that activity equals achievement. Instead, reco...
2023-09-0421 min
30 Minutes to President's Club | No-Nonsense Sales#189 - I Book 1 In 3 Cold Calls with This OpenerThe Heard The Name Tossed Around Opener - The first ever viral sales tactic I released is the opener that helped me book 1 in 3 cold calls. It's yours to steal now.THE LATEST FROM 30MPC
Tactic Teardown
Toolkits & Templates
THINGS YOU CAN STEALProspecting
Lavender: Sales Email Frameworks
ZoomInfo: 5 Plays, 30MPC Style
Woodpecker: Nick’s Sales Cadence
Orum: 5 Cold Call Objection Talk Tracks
Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max)
Boomerang: Tactics for Peak Productivity
RocketReach: 8 ways to triple your phone connects and em...
2023-08-0811 min
The Rising LeaderTurning Tides: Overcoming Professional Roadblocks with Nick CegelskiIn this episode of The Rising Leader podcast, Alex is joined by Nick Cegelski, founder of 30 Minutes to President's Club. Nick shares his unique perspective on sales, emphasizing the importance of practical application and actionable strategies over theory. He discusses the journey of starting his company as a side hustle and growing it into a well-known sales podcast. Nick also highlights the significance of personal growth and transformation in business success. Chapters:00:00:00: Connecting on LinkedIn: No Leads or Bitcoin Offers, Please00:03:32: The Daily Ritual of Journaling: A Valuable Asset for Salespeople00:04:41: Navigating Life's Challenges: The Power...
2023-07-2339 min
30MPC Hall of Fame | 30 Minutes to President's ClubPlaybook 15: Top 10 moments that change the way we sellJoin the most tactical sales newsletter in the world: https://hubs.li/Q01YFCP90Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.Prospecting
Episode 118 Ryan Reisert: Use the right prospecting channel for the job. If they don’t open emails, stop emailing!
Episode 114 Charly Johnson: Don’t be afraid of “out of cadence” effort
Discovery
Episode 110 Doug Landis: PPO
Episode 137 Krysten Conner: The Menu of Pain
Ep...
2023-06-2129 min
30 Minutes to President's Club | No-Nonsense Sales#176 - Playbook: Top 10 moments that change the way we sellJoin the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.Prospecting
Episode 118 Ryan Reisert: Use the right prospecting channel for the job. If they don’t open emails, stop emailing!
Episode 114 Charly Johnson: Don’t be afraid of “out of cadence” effort
Discovery
Episode 110 Doug Landis: PPO
Episode 137 Krysten Conner: The Menu of Pa...
2023-06-2131 min
Learn Speak TeachLST #43 Nick Cegelski || 30 Minutes To President's ClubLearn Speak Teach Episode 43 w/ Nick Cegelski of 30 Minutes To President’s Club.
Watch The Full Episode: https://youtu.be/ecmEaVeP1Co
-
During this episode, you will learn about;
[00:00] Episode intro
[03:36] Kick off with Nick’s three actionable takeaways for today’s podcast
[03:38] 1. If you want to be successful, you have to be disciplined
[04:07] 2. Separate creating your plan from attacking your plan
[04:40] 3. “Eat the frog”
[05:28] Nick's “frog” today
[06:28] Nick's recommendations on how to execute your tasks throughout the day
[09:10] Cognitive dissonance leading to transformation
[12:29] Who is Nick, and how he got to where he is today
[21:01] Things you are doing wrong in...
2022-11-1556 min
Real Business ConnectionsNick Cegelski || 30 Minutes To President's Club (LST #43)Learn Speak Teach Episode 43 w/ Nick Cegelski of 30 Minutes To President’s Club.
Watch The Full Episode: https://youtu.be/ecmEaVeP1Co
-
During this episode, you will learn about;
[00:00] Episode intro
[03:36] Kick off with Nick’s three actionable takeaways for today’s podcast
[03:38] 1. If you want to be successful, you have to be disciplined
[04:07] 2. Separate creating your plan from attacking your plan
[04:40] 3. “Eat the frog”
[05:28] Nick's “frog” today
[06:28] Nick's recommendations on how to execute your tasks throughout the day
[09:10] Cognitive dissonance leading to transformation
[12:29] Who is Nick, and how he got to where he is today
[21:01] Things you are doing wron...
2022-11-1556 min
Revenue Champions59: How to be successful in sales (with Nick Cegelski, Founder and Host of 30 Minutes to President’s Club)This week, Ryan Reisert, Brand Ambassador @Cognism is joined by Nick Cegelski, Founder and Host @ 30 Minutes to President’s Club to talk about the cold calling tips and techniques for sales success and ultimately, book a meeting. In this episode, Ryan and Nick discuss the importance of having more conversations, giving prospects a clear value proposition, how you should allocate your time as a sales rep and more.
2022-08-1747 min
Creating Distance318: The Story Behind 30 Minutes To President’s Club (And Other Ventures) w/ Nick CegelskiNick Cegelski is an Enterprise Account Executive at Time by Ping and Co-host of the popular 30 Minutes To President's Club Podcast.
In this episode, we discuss:
Nick's passion for wrestling and lessons learned
His entrepreneurial journey that started in college
The early days of Nick's sales career
Why he's chosen to go down the path of Enterprise Sales
The story behind 30 Minutes To President's Club
If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find...
2022-07-2752 min
Millennial Sales318: The Story Behind 30 Minutes To President’s Club (And Other Ventures) w/ Nick CegelskiNick Cegelski is an Enterprise Account Executive at Time by Ping and Co-host of the popular 30 Minutes To President's Club Podcast.
In this episode, we discuss:
Nick's passion for wrestling and lessons learned
His entrepreneurial journey that started in college
The early days of Nick's sales career
Why he's chosen to go down the path of Enterprise Sales
The story behind 30 Minutes To President's Club
If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find...
2022-07-2752 min
30MPC Hall of Fame | 30 Minutes to President's ClubPlaybook 10: Top 10 moments that change the way we sellEvery 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live webinar.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.
Share demos, proposals, and customer st...
2022-06-0126 min
30 Minutes to President's Club | No-Nonsense SalesPlaybook: Top 10 moments that change the way we sellJoin the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
2022-06-0129 min
The Revenue PlaybookHow to Organize your Sales Workday for Success with Nick CegelskiHow do you structure your sales workday for maximum efficiency?With so many prospecting calls, emails, demos, meetings, and a busy sales pipeline waiting for your attention, it can be tough to stay on top of everything.We asked Nick Cegelski, Senior Account Executive at Time by Ping, and Founder and host of 30 Minutes to President’s Club, to share his secrets in the second episode of The Revenue Playbook.Subscribe to 30 Minutes to President’s Club with Nick and Armand. For more sales productivity tips, follow Dooly and subscribe to The Revenue Play...
2022-03-1429 min
30 Minutes to President's Club | No-Nonsense Sales#91 - Telling crispy customer stories and using unexpected honesty (Nick Casale, Director of Sales @ Sendoso)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS
Set the ground rules for your prospect’s competitive evaluation (sell the model)
Lean on your winning zones & the prospect’s priorities, then identify where competitors fall short.
Gain traction against incumbents by explaining why market leaders are playing the game wrong.
Tell relatable, crispy customer stories by painting the specific people and their journeys.
PATH TO PRESIDENT’S CLUB
Director of Sales @ Sendoso
First Sendoso Sales hire and employee #3
Former...
2022-01-1233 min
SaaS Talks: From Lead To CloseEp. 250 - Monthly Special Guest: Nick Cegelski - The right way to kick off a sales meetingFor about a year now I was doing a solo act for my podcast, but over time I was getting bored and wanted to offer more to my listeners. Today we have Nick Cegelski - many of you know who he is b/c you listen to his podcast, 30 minutes to President's Club. In today's episode, Nick will talk about how to kick off a sales meeting right so that you can 1) gain the prospect's trust, 2) have an easier time setting next steps, 3) make sure you're aligned. Questions? Connect with me on LinkedIn over here.
2021-11-1518 min
Sales Strategy & Enablement by Revenue.io30 Minutes to President Club, with Nick Cegelski and Armand FarrokhNick Cegelski (Account Executive at Time by Ping) and Armand Farrokh (Head of Sales at Pave) are the hosts of the 30 Minutes to President Club podcast. In our conversation we start out with Nick and Armand giving us the background on how and why they started their popular podcast. Then we go deep into the topic of the day: Discovery. You know it's one of my favorite sales topics to talk about. We get into whether Discovery Calls are even a thing. Is discovery a stage in your sales process? Or is it something that occurs throughout the buying...
2021-10-2245 min
The 20% Podcast with Tyler Meckes58: Nick Cegelski - Starting “30 Minutes To Presidents Club”, Investing In Real Estate, Protecting Your Time, and Being Tough Before Things Get ToughYou probably know Nick as being Co-Host of the #1 ranked sales podcast in the US, 30 Minutes To President’s Club. Nick started 30MPC with his best friend and former college wrestling teammate, Armand Farrokh.
30MPC is no nonsense, 30 minutes of actionable selling, from Nick’s perspective as an Enterprise Account Executive, and Armand is an SMB/MM Sales Leader.
I knew going into this that it was going to be a great conversation, but boy did this conversation overdeliver any of my expectations. Nick and I started our conversation talking about our love for Wegman’s, whic...
2021-09-2743 min
30 Minutes to President's Club | No-Nonsense Sales#73 - Becoming the CEO of your territory in your path to President’s Club (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 Preside...
2021-09-1529 min
Daily Sales TipsPick up the phone to handle email objections - Nick Cegelski"The best way to handle an objection that you get over email is to pick up the magic device I called "The phone" and call the customer." - Nick Cegelski in today's Tip 964 How do you handle email objections? Join the conversation at DailySales.Tips/964 and learn more about Nick! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm
2021-09-0901 min
Daily Sales TipsAsking Questions During Demos - Nick Cegelski"It can be kind of tough when you're given a demo to a big group when it comes time to ask questions and get them to engage." - Nick Cegelski in today's Tip 947 Are you asking questions during demos? Join the conversation at DailySales.Tips/947 and learn more about Nick! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm
2021-08-2301 min
Daily Sales TipsNaming Your Follow-up Tasks - Nick Cegelski"Don't just create a task for yourself that says follow up. Instead, create a task that's named with the words that will come out of your mouth when the other person picks up the phone" - Nick Cegelski in today's Tip 939 How do you keep track of your follow-up with your prospective customers? Join the conversation at DailySales.Tips/939 and learn more about Nick! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm
2021-08-1501 min
The Talent, Sales & Scale PodcastEpisode 66 - Nick Cegelski - Practical Tactics for Success in Sales DevelopmentWe are back! For Episode 66 of The Talent, Sales and Scale Show - Nick Cegelski, Enterprise Account Executive at SurePoint Technologies and Podcast Host for 30 Minutes to President's Club joins us. Nick shares real world tactics on seeing success in a Sales Development role.
Connect with Nick: https://www.linkedin.com/in/nick-cegelski/
Connect with Bryan: https://www.linkedin.com/in/brywhittington/
www.ebsgrowth.com
2021-07-0843 min
Build Your BookFrom Wrestler to Legal Sales Pro with Nick CegelskiNick Cegelski gets what it takes to sell. Sales is not a dirty word to him. The heart of sales is a conversation, it is about questions.In this episode, we break down the entire client sales meeting where you as a lawyer have to sit down and convince the client to retain you. But as you'll soon discover, there is no convincing required if you run the meeting in the right away.In this practically grounded episode, we learn from Nick all the ways that lawyers get in their own way in running sales...
2021-07-0548 min
30MPC Hall of Fame | 30 Minutes to President's ClubPlaybook 5: Top 10 moments that change the way we sell
Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.EPISODES MENTIONED:
Episode 6 w/ Ryan Reisert
Episodes 4 & 47 w/ Kyle Coleman
Episode 17 w/ Sarah Brazier
Episodes 16 & 29 w/ Morgan Ingram
Episode 1 & 35 w/ Joe Caprio
Episode 7 w/ Keenan
Episode 8 w/ Kevin “KD” Dorsey
Episodes 25 & 46 w/ Charles Muhlbaur
Episodes 18 & 40 w/ Adam O’Chart
Episode 9 w/ Belal Batrawy
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live webinar.
Download our excl...
2021-05-1229 min
30 Minutes to President's Club | No-Nonsense SalesPlaybook: Top 10 moments that change the way we sellJoin the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.EPISODES MENTIONED:
Episode 6 w/ Ryan Reisert
Episodes 4 & 47 w/ Kyle Coleman
Episode 17 w/ Sarah Brazier
Episodes 16 & 29 w/ Morgan Ingram
Episode 1 & 35 w/ Joe Caprio
Episode 7 w/ Keenan
Episode 8 w/ Kevin “KD” Dorsey
Episodes 25 & 46 w/ Charles Muhlbaur
Episodes 18 & 40 w/ Adam O’Chart
Episode 9 w/ Belal Batrawy
2021-05-1232 min
30 Minutes to President's Club | No-Nonsense Sales#44 - Playbook: How to run a sales processJoin the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Every 10th episode, we tear down one topic. This is how to structure your sales process.FOUR ACTIONABLE 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
THE LATEST FROM 30MPC
Tactic TV
Toolkits & Templates
2021-02-2431 min
NoCode WealthExpert Interview - Nick Cegelski: Sales & Cold Calling Best PracticesNick Cegelski is the top Enterprise Account Executive at SurePoint, a recognized Tier 1 provider of financial and practice management software to law firms and the fastest growing legal tech firm in the U.S.
Nick is also the co-host of the 30 Minutes to President’s Club Podcast, a no-nonsense sales podcast that showcases actionable selling advice to its audience.
His LinkedIn: https://www.linkedin.com/in/nick-cegelski/
Podcast Website: https://www.30mpc.com/
2021-02-1626 min
Sales TransformationEpisode #49 S1-EP49 Telemarketing Is Broken, Cold Calling Is Not with Nick CegelskiNick Cegelski is an Enterprise Account Executive at SurePoint Technologies. SurePoint Technologies (formerly Rippe & Kingston) is the fastest-growing legal tech firm in the U.S. With over 30 years of delivering critical firsts, SurePoint is a recognized Tier 1 provider of financial and practice management software to law firms nationwide.Nick is also a Podcast Host on the show called 30 Minutes to President’s Club, where he gives you four reasons to listen to the show.You can find learn more about Nick Cegelski and connect with him on LinkedIn at https://www.linkedin.com/in...
2021-01-2226 min
Outbound SquadNick Cegelski on cold calling, routines, and habit stackingNick Cegelski is an Enterprise Account Executive at SurePoint Technologies. In this episode, Nick does a deep dive into his weekly routine. And we dig into cold calling a ton. You're going to enjoy this one.Connect with Nick on LinkedIn here and SurePoint Technologies here. This episode is brought to you by Wingman. Capture the winning moments from your sales calls and cold calls. Resources mentioned in the episode:Wingmanhttp://trywingman.com/---Reply Method Guidehttps://blissfulprospecting.com/reply-method/...
2020-11-191h 02
30 Minutes to President's Club | No-Nonsense Sales#23 - Double dialing, picking up the phone when you get an objection, and sending free coffee (Ashley Kelly, Sr Director of SDR at Brex)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Send Nick a coffee so he can feel important too
100 activities per day - mix up phone, email, LinkedIn, and Sendoso
Multiple dials per day - don’t hesitate to hit one contact multiple times
Dial around the organization - get intel from the CFO, use it on the controller
Pick up the phone the moment you see an objection and hit ‘em hard
Ashley Kelly’s Path to President’s Club:
2020-09-3026 min
30 Minutes to President's Club | No-Nonsense Sales#20 - Using 3 star Amazon reviews to figure out your prospect’s most granular problems (Marcus Chan, Venli Consulting)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Make your value prop simple - stop over complicating things
Use 3-star Amazon reviews to figure out what granular problems your buyers have
Optimize your LinkedIn page with what your buyers care about, not you
Don’t pitch right away on LI - show gratitude, chat them up, then ask 10 days later
Marcus Chan: Path to President’s Club:
President of Venli Consulting
Creator of the 6-Figure Sales Academy
Founding memb...
2020-09-0920 min
30 Minutes to President's Club | No-Nonsense Sales#19 - Mirroring your objections, giving prospects perceived control, and controlling the room (Adam O’Chart, Top AE at Gong.io)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Mirror the objection, then ask a loaded question for the anaconda squeeze
Use slides to give prospects control and choice over what they want to discuss
Ask your VP / CRO if they’re the type who wants to go really deep
Tell ‘em your biggest concern is getting stuck in the demo. Keep tactical ?’s to a minimum.
Adam O’Chart: Path to President’s Club:Top producing AE at Gong.io...
2020-09-0227 min
30 Minutes to President's Club | No-Nonsense Sales#18 - Prospecting with some personality and permission-based selling (Sarah Brazier, SDR turned AE at Gong.io)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Write like a human - especially in your Linkedin DMs. No over-formal language.
Leverage up by reaching out to ICs, then getting referrals to the VPs
Tell them it’s a cold call, then ask permission to sell before ya start selling.
Use permission-based selling in your upfront contract. Get the buy-in on the agenda.
Sarah Brazier’s Path to President’s Club:
Account Executive @ Gong
Advisor @ Aligned, Chili Piper, and Ra...
2020-08-2626 min
30 Minutes to President's Club | No-Nonsense Sales#17 - The PLA cold call opener, 5/20/5 discovery call, and 10/30/10 Linkedin Video (Morgan Ingram, JB Sales Training)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Check your profile views and ask your prospects “did I do something wrong?”
The PLA Phone Opener: Pleasant, laugh, and arms-up.
5/20/5 Disco: Build rapport and set the agenda, body of the disco, then next steps.
10/30/10 LI Video: Grab their attention, tell them the reason for the video, ask.
Morgan Ingram: Path to President’s Club:
Director of Sales Execution and Evolution, JB Sales Training
Host of the SDR Chronicles Podcast
...
2020-08-1932 min
5onCast6: Podcast Success w/ Nick CegelskiNick Cegelski gets personal and dives into the methodology behind his podcast, 30 Minutes to President's Club.
5onFriday was started to provide sales professionals with a place to practice their cold calling script, sales pitch, demo presentation and pretty much anything else you'd need feedback on. Participants come on to provide feedback and come from a variety of selling backgrounds. The goal 👉🏼 To help you get better. We meet every Friday in North American and in the UK! If you want to join us as a presenter or participant sign-up at www.5onFriday.live Subscribe: https://www.youtube.com/channe...
2020-08-1745 min
30 Minutes to President's Club | No-Nonsense Sales#16 - Prospecting like a human instead of “I hope you are safe in these uncertain times” (Jason Bay, Blissful Prospecting)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Find a very granular problem from a call recording. Put that at the top of the sequence. Time and money are not specific.
Pulse check with your prospect when things aren’t going well. Ask them if this is worth it.
Not interested? Say “I get it. I was the one who cold called.” Then ask for permission.
REPLY Method: Relevant results, empathy, personalization, laser focus, you.
Jason Bay’s Path to Presi...
2020-08-1226 min
30 Minutes to President's Club | No-Nonsense Sales#15 - Stop thanking prospects for their time and start discovering their business priorities as a peer (Jake Dunlap, Skaled CEO)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Leverage “I work with many who typically focus on X + Y” to lead the agenda.
Ask your prospect for their top 2 priorities. If it’s too high level, prime the question.
Bring people to the business priorities first instead of getting stuck in the process.
Don’t disqualify an entire company when someone says no. Find another in.
Jake Dunlap’s Path to President’s Club:
CEO of Skaled
VP of Sales, Gl...
2020-08-0528 min
30 Minutes to President's Club | No-Nonsense Sales#14 - Relentless prospecting and dial tactics as the #1 all-time SDR (Ken Amar, SDR Manager @ Outreach.io)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Double tap the phones - people are more likely to think it’s a real call.
The moment you see someone reply, call them instead of writing a long email reply.
Use a sequence for everything. Replies, objections, open opportunities.
If you see someone opening your emails, call it out! It gets the conversation going.
Ken Amar’s Path to President’s Club:
SDR Team Lead, Outreach.io
#1 All Time SDR, O...
2020-07-2925 min
30 Minutes to President's Club | No-Nonsense Sales#13 - Leveraging tactical selling to score your next sales job (Trish Bertuzzi, CEO of The Bridge Group)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Build your target list of companies based on geo, stage, market, product, and deal size
Cold prospect to people directly in your job hunt and have introductory conversations
Redirect the “walk me through your resume” question to focus on your strengths
Close your interviews and hit em with the plan to action as the cherry on top
Trish Bertuzzi’s Path to President’s Club:
CEO of The Bridge Group
Author o...
2020-07-2223 min
30 Minutes to President's Club | No-Nonsense Sales#12 - Running a top 1% podcast while holding a $3M quota (Scott Ingram, Host of Sales Success Stories)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Start every day by planning out the whitespace for the day. Then just get after it.
Use demoscovery. Ask how the process looks today, take the demo down a different path.
Write a shared executive memo with recaps from every sales conversation.
Don’t ever do a demo with 20 stakeholders in the room, you can’t satisfy every perspective.
Scott Ingram’s Path to President’s Club
Host of The Sales Su...
2020-07-1529 min
30MPC Hall of Fame | 30 Minutes to President's ClubPlaybook 1: Nick and Armand teach you how to cold call
Every 10th episode, we tear down one topic. The first 30MPC Playbook Episode covers everything cold calling.TOP ACTIONABLE 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...
2020-07-0826 min
30 Minutes to President's Club | No-Nonsense SalesPlaybook: Nick and Armand teach you how to cold callJoin the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Every 10th episode, we tear down one topic. The first 30MPC Playbook Episode covers everything cold calling.TOP ACTIONABLE 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 - C...
2020-07-0829 min
Sales Success StoriesSurePoint's Top Enterprise AE Nick Cegelski - The Sprint to CompetencySTOP Wasting Time in Sales and START OptimizingNick Cegelski is the top Enterprise Account Executive at SurePoint, a recognized Tier 1 provider of financial and practice management software to law firms and the fastest growing legal tech firm in the U.S. Nick is also the host of the 30 Minutes to President's Club Podcast, a no-nonsense sales podcast that showcases actionable selling advice to its audience. Nick is an intensely focused sales professional who values optimizing his time above all else. He is a diligent and disciplined student of sales who is always looking to provide value to his clients. A former high school wrestler, Nick has...
2020-07-071h 38
Sales CoachHow to get your SDRs to have strategic sales conversations /w Nick CegelskiYou want your sales team to have strategic conversations with senior decision-makers. Some sales managers allow newly onboarded SDRs to find their feet, learn the ropes…and when they are deemed ready…shift them up a gear and ask them to hunt at Enterprise level. But I’ve seen businesses hire fresh graduates and/or SDRs who have very basic sales experience They give them a list and ask them to reach out to the C-Suite and hold a business-centric conversation with them. Is that fair? Are they ready? The SDR or AE has been...
2020-07-0240 min
30 Minutes to President's Club | No-Nonsense Sales10 (Sell): Managing every part of the deal process from first calendar invite to close (John Barrows, Host of Make it Happen Mondays)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Send a meeting efficiency survey prior to your calls to get qualification out of the way
Setup feeds for all of your top target accounts as the backbone for your disco
Ask specific impact ?’s like “what happens to rep attainment if you don’t do this?”
Use the subject line ‘Did I lose you?’ with a blank reply email for gone-dark opps
John Barrow’s Path to President’s Club:
CEO of JBarro...
2020-07-0125 min
30 Minutes to President's Club | No-Nonsense Sales9 (Sell): Death to fluff on your cold calls and pricing tactics (Belal Batrawy #DeathtoFluff)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Decoy Pricing: $6 (undesirable), $7.50 (acceptable), $8 (just what they need)
First 15 seconds explain why you called, say it’s a cold call, then ask a peer question
In the agenda, tell the customer you’re gonna give price before they get off the call
Use what they want as the rows in your pricing instead of what you want (seats)
Belal Batrawy’s Path to President’s Club:
Community Leader of #Death2Fluff
7x...
2020-06-2423 min
30 Minutes to President's Club | No-Nonsense Sales8 (Sell): Getting prospects to agree to their problem with killer discovery (Kevin “KD” Dorsey, VP Sales @ PatientPop)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Kevin “KD” Dorsey teaches us to get prospects to admit to their problems without asking unnatural, off-putting questions. Killer questioning tactics while still sounding human.Four Actionable Takeaways:
Use problem ?’s ending in “so that _____ doesn’t happen.” Then give multiple choice.
Use a slight downtone when hearing the response to get prospects to lean in
Use bucket questions to get your prospect to agree to 1 of 2 problems they’re having
Use “I think this might...
2020-06-1725 min
YOUR INTENTION MATTERS! The Sales PodcastEp. 19 "Disipline is Doing..." - Guest: Nick Cegelski (Enterprise AE @ SurePoint)On this episode Nick Cegelski, Enterprise AE @ SurePoint, joins me to talk about his story! Growing up in Rochester, he moved to LA to wrestle for USC, converted that into being a business owner to his early days now @ SurePoint. "Discipline is doing what you don't want to do, when you don't want to do it" was some advice given to him and it seems to be working out. Enjoy Nick's story because it's a great one!YOUR INTENTION MATTERS - because that's the result you'll tend to get.
2020-05-1225 min
The Sales Topics PodcastEpisode 12 - Coaching Culture - Nick CegelskiNick Cegelski, Account Executive at Surepoint is Ryan's first 'individual contributor' to come on the show. Nick and Ryan talk about revenue intelligence and coaching culture from a different point of view on this episode.
2020-05-0123 min
30 Minutes to President's Club | No-Nonsense Sales0 (Sell): Five minutes to figure out if this show is worth your timeJoin the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Why in the world would you listen to 30MPC?Four Reasons to Listen:
WHAT WE’RE NOT: Not stuck in 1975. Not stuck on fluffy mindset. Only actionable sales tactics.
PREPARATION: Recorded for 45 minutes, cut to 30. Some episodes don’t make it. That’s okay.
POLAR OPPOSITES: Nick is an Enterprise AE. Armand is a MM Sales Leader.
SHOW STRUCTURE: Three actionable tactics at the beginning. The recap email at the end.
F...
2020-04-3005 min
Pleasant ProspectingEpisode 13 - Health and wellness for success in sales, staying consistent in client relationships & curating your reputation with Nick CegelskiEpisode 13 of The Lunch Break Podcast features Nick Cegelski, Account Executive at Aderant. Nick is an former collegiate wrestler, startup founder and is now an Enterprise Account Executive selling legal technology with Aderant. He is based in Southern California and, when not connecting with customers, enjoys hiking, biking and coaching wrestling.
Nick and I talk about his sales journey - from founding a company in college, what led him to getting into sales after he sold his business and why he loves what he does now.
We dive into man...
2019-02-1541 min