Podcasts · Business

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

Armand Farrokh & Nick Cegelski

300 episodes

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.

More about the show

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, including:

Prospecting: How to open conversations to triple your pipeline

Discovery: How to ask questions that uncover massive pain

Process: How to get big contracts over the line

Leadership: How to hire and train world class teams.

Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-host Mark Kosoglow (CRO @ Catalyst, ex-Outreach).

Whether you're a seller listening to the (SELL) show or leader tuning into the (LEAD) show…

Get ready, you're going to President's Club.

Episodes page 1 of 6

  1. #620: LinkedIn Social Selling Masterclass: Everything You Need to Book Meetings

    · 30 min

    Grab the free Sales Nav Filters + Inbound Alerts toolkit: https://www.30mpc.com/blog/social-selling-the-warm-pipeline-machine The Social Selling Course is live!: https://30mpc.com/course/social-selling-course Sam…

  2. #619: Active Listening to Loosen up Your Discovery Calls and First Dates | Sam McKenna | 30MPC Hall of Fame

    · 28 min

    The Social Selling Course is live. Get the launch-week discount and save $50 through Oct 26: https://30mpc.com/course/social-selling-course FOUR ACTIONABLE TAKEAWAYS • 3-step process every time you book a meeting:…

  3. LinkedIn Sales Navigator: How I Get Warm Intros Every Week

    · 22 min

    The Social Selling Course is live. Get the launch-week discount and save $50 through Oct 26: https://30mpc.com/course/social-selling-course Sam McKenna puts Nick to the test after five months of building 30MPC's new…

  4. #617: Three Steps to Use LinkedIn to Find More Prospects | Charlotte Johnson | 30MPC Hall of Fame

    · 12 min

    Grab the free Sales Nav Filters + Inbound Alerts toolkit: https://www.30mpc.com/blog/social-selling-the-warm-pipeline-machine Our Social Selling course is now live. Order it here:…

  5. #616: How I Use LinkedIn Sales Navigator to Find Warm Leads (Crash Course)

    · 17 min

    Grab the free Sales Nav Filters + Inbound Alerts toolkit: https://www.30mpc.com/blog/social-selling-the-warm-pipeline-machine Want the full social selling playbook? Our Social Selling course is now live. Order it…

  6. #615: How to Master Social Selling on LinkedIn to Book Meetings | Kade Hinkle | 30MPC Hall of Fame

    · 34 min

    Save your seat for the Social Selling Masterclass: https://www.30mpc.com/episodes/the-social-selling-masterclass Want the full social selling playbook? Our Social Selling course is now live. Order it here:…

  7. #614: How to Use LinkedIn Sales Navigator for Lead Generation

    · 20 min

    Grab the free Sales Nav Filters + Inbound Alerts toolkit: https://www.30mpc.com/blog/social-selling-the-warm-pipeline-machine Want the full social selling playbook? Our Social Selling course is now live. Order it…

  8. #613: Master Parallel Selling Strategies to Speed Up Every Deal | Sam Mckenna | 30MPC Hall of Fame

    · 31 min

    Save your seat for the Social Selling Masterclass: https://www.30mpc.com/episodes/the-social-selling-masterclass Want the full social selling playbook? Our Social Selling course is now live. Order it here:…

  9. #612: Sales Kickoff Masterclass: The Ultimate Planning Guide

    · 49 min

    Kayde Givens has planned 16+ sales and revenue kickoffs. She shares her complete blueprint for designing an event that builds culture, teaches new behaviors, celebrates the team, and gets reps ready to start the year…

  10. Introducing: The Warm Pipeline Machine (Social Selling Course)

    · 17 min

    Grab the free Sales Nav Filters + Inbound Alerts toolkit: https://www.30mpc.com/blog/social-selling-the-warm-pipeline-machine Want the full social selling playbook? Our Social Selling course is now live. Order it…

  11. #611 - The Sales Leader SKO Survival Guide | JD Miller | 30MPC Hall of Fame

    · 33 min

    JD Miller breaks down how to choose the right theme, structure the agenda, run better breakout sessions, and carry the momentum into the rest of the year. 🎯 Build your SKO theme around the business priority you want…

  12. #610: I've Spoken at 150 Sales Kickoffs. Here Are 9 Ideas Worth Stealing

    · 29 min

    Jen Allen-Knuth has spoken at more than 150 sales kickoffs and surveyed 110,000 sellers on what actually makes an SKO worth attending. She shares nine ideas for making your next kickoff more educational, memorable, and…

  13. #609 - How to Hire SDRs Who Are Actually Built for the Job | Sam Nelson

    · 38 min

    Sam Nelson breaks down how elite SDR leaders hire, onboard, and motivate reps to build consistently high-performing teams. Learn the interview signals that predict top performers, how to structure a 90-day SDR ramp,…

  14. #608 - How Mapping the "Shadow" Org Chart Got Me to 305% of Quota

    · 43 min

    Laura McDonald breaks down the enterprise multithreading strategy that helped her hit 305% of quota by mapping the hidden power base inside her accounts. Learn how to uncover real influence, neutralize blockers, get…

  15. #607 - How to Turn Every Sales Pilot Into a Closed Deal | Shaun Crimmins

    · 36 min

    Shaun Crimmins breaks down how to run pilots and POCs that prove measurable value and actually convert into paid contracts. Learn how to define success upfront, build the right champions, and engineer value throughout…

  16. #606 - How To Build An Elite Outbound Sales Team (Get Reps Dialing Fast)

    · 47 min

    Armand Farrokh breaks down the system he used to build a high-performing SDR organization, fixing culture, installing operating rhythms, sharpening targeting, and creating repeatable hiring and messaging processes. ⚡…

  17. #605 - How to Build a Cleaner Sales Pipeline in the Age of AI | Stevie Case

    · 35 min

    Stevie Case breaks down how modern sales leaders can use AI, clean CRM data, and human judgment to inspect pipeline, improve sales forecasting, and rethink outbound strategy. Learn how to separate real pipeline from…

  18. #604 - Upsell & Expansion Masterclass: 7 Lever to Grow Any Account

    · 30 min

    Most account managers wait for upsell opportunities. Mark Kosoglow and Armand Farrokh break down how great AMs create expansion pipeline by proving value, owning executive relationships, and systematically finding…

  19. #603 - How to Partner with Exec Assistants to Tilt Enterprise Deals in Your Favor | Laura McDonald

    · 42 min

    Laura McDonald breaks down how to multithread enterprise deals, reach the C-suite, and build buying committee consensus without getting trapped with one champion. Learn how to leverage executive assistants, map the…

  20. #602 - My Exact Prospecting Process That Got Me To President's Club 3X (Live Screenshare)

    · 39 min

    Three-time President’s Club winner Charlotte Johnson breaks down the exact prospecting process she uses to work her territory, prioritize the right accounts, and consistently build pipeline. She shares how she segments…

  21. #601 - How to Build a Sales Team That Manages Itself | Tara DiCristo-Schmitt

    · 34 min

    Tara DiCristo-Schmitt breaks down the tactical sales leadership systems she uses to build predictable pipeline, coach reps, and create a culture of accountability. Learn how to inspect rep calendars, run better…

  22. #600 - Prospect Says “We’re Doing This In-House” You’ll Say…

    · 37 min

    Jen Allen-Knuth and Nick Cegelski break down exactly what to do when a prospect tells you, “We’re going to build this in-house.” Instead of immediately defending your solution, you’ll learn how to build trust, uncover…

  23. #599 - How to Make a 10x Impact as a New Sales Leader | Sean Gentry

    · 35 min

    Sean Gentry breaks down how new sales managers can prioritize high-impact changes, build team trust, and use AI to make smarter leadership decisions. Learn how to drive behavior change, improve sales performance, and…

  24. #598 - How I Use Claude to Book 4-6 Meetings Every Week (Live Walkthrough)

    · 59 min

    Stop letting raw CRM data gather dust while you scramble to find high-intent prospects. In this episode, Alex Murphy breaks down their exact playbook, including: 🧠 How to construct an AI "Intelligence Layer" using…

  25. #597 - How to Sell the Way Buyers Want to Buy | Lindsay Dougherty ft. Consensus

    · 34 min

    Lindsay Dougherty shares how async selling helps enterprise reps create buyer momentum, speed up deals, and improve forecasting with short, strategic videos. Lindsay teaches us: 🎥 Send demo videos early. Stop hiding…

  26. #596 - This Cold Email Formula Gets +20% Replies (Exact Templates)

    · 20 min

    Introducing: The 30MPC Sales Enablement Program → https://www.30mpc.com/enablement -- Stop sending generic cold emails that rot in your prospect's spam folder. In this episode, Sam McKenna breaks down their exact…

  27. Introducing: The 30MPC Enablement Program

    · 5:26

    Introducing: The 30MPC Sales Enablement Program → https://www.30mpc.com/enablement Most sales training programs are an absolute waste of time. A trainer shows up, sprays a bunch of theoretical nonsense telling you to…

  28. #595 - 6 Ways You're Killing Your Own Discovery Calls

    · 30 min

    You're losing deals before minute 10 because your discovery call feels like an interrogation or a demo. In this episode, Jen Allen-Knuth breaks down her exact playbook, including: 📉 The 6 lethal discovery mistakes…

  29. #594 - The Perfect Outbound Sequence: Scripts, Templates, Messaging

    · 32 min

    Most sellers burn great accounts by spamming the exact same pitch 14 times. In this episode, Nick Cegelski and Armand Farrokh break down their exact playbook, including: 🔥The 10-to-14 touch multi-channel sequence…

  30. #593 - EXACTLY How to Build an Unstoppable Sales Team in 60 days

    · 46 min

    Burning through 20 meetings a week with zero revenue to show for it? In this episode, Armand Farrokh breaks down their exact playbook, including: 🎯 How to define "The Slot" and purge low-intent deals from your…

  31. #592 - The Sales Process That Took Outreach From $0 To $250M

    · 48 min

    Most sales processes are completely backward because they track what the seller does, not how the buyer actually makes decisions. In this episode, Mark Kosoglow breaks down their exact playbook, including: 🚀Shifting…

  32. #591 - $250M CRO Teaches: How to Master Sales Metrics

    · 31 min

    Nobody ever shows first-time sales leaders how to actually know their numbers. In this episode, Mark Kosoglow breaks down their exact playbook, including: 📉 How to isolate L1 lagging metrics like qualified pipeline…

  33. #590 - The Complete Discovery Call Playbook (Build It From Scratch)

    · 48 min

    Most reps trap themselves in the red sea of crappy discovery by stopping at basic operational problems that CFOs refuse to fund. In this episode, Armand and Nick break down their exact playbook, including: 🚀 Flipping…

  34. #589 - How to Build a World-Class SDR Team (Complete Playbook)

    · 46 min

    We've all felt the heavy silence of a sales floor trying to find its rhythm. Armand Farrokh breaks down his playbook to turn an underperforming SDR team into an outbound machine. Armand’s playbook includes: 🚀 The…

  35. #588 - The Perfect 30 Day Onboarding Program

    · 1 h 36 min

    Most sales onboarding plans are slow, academic, and completely distract sellers from actually selling. In this episode, Armand and Nick break down their exact playbook, including: 🚀 How to get reps into the game…

  36. The 30MPC Sales Summer Camp!

    · 4:34

    In the month of July you can expect: 🔥 Four weeks of free sales training across prospecting, discovery, leadership, and executive selling. 🎒 Step-by-step playbooks for sellers and leaders, straight from 30MPC…

  37. #587 - Why Most Sales Teams Approach RFPs Wrong (Stop Wasting Time!) | Konnor Martin

    · 36 min

    Stop surrendering your team's time and resources to blind RFPs that are already rigged for your competitors. In this episode, Konnor Martin breaks down his exact playbook, including: 🎯 Hijacking the clarification…

  38. #586 - Sales Masterclass: 40 Minutes to Go From Cold Call To Close

    · 43 min

    Tired of prospects hanging up on your cold calls or ghosting after discovery? In this episode, Nick breaks down their exact playbook, including: ☎️ The "Mr. Miyagi" method to flip objections by agreeing and selling…

  39. #585 - Conquering the end-of-deal chaos | 30MPC Hall of Fame

    · 27 min

    🛒 Todd’s Negotiation Course: https://hubs.li/Q04k0BGj0 📢 Declare your levers early. There are four levers in a negotiation: Volume, timing of cash, length of commitment, and timing of the deal. 🤝 Trade discounts for…

  40. #584 - Negotiation Masterclass: 32 Minutes of Proven Negotiation Tactics (B2B Sales)

    · 35 min

    Stop surrendering your commission to buyers demanding unearned discounts at the goal line. In this episode, Todd Caponi breaks down his exact playbook, including: 🎯 Scrambling the buyer's leverage when they demand a…

  41. #583 - The 7 Deadly Sales Negotiation Sins | 30MPC Hall of Fame

    · 26 min

    🛒 Todd’s Negotiation Course: https://hubs.li/Q04k0BGj0 THE 7 DEADLY NEGOTIATION SINS: ⏳ Hiding the price. Delaying the price discussion kills trust. Set clear expectations early 🏎️ Discounts speed things up. They…

  42. #582 - The Secret To Make Prospects Negotiate Against Themselves

    · 34 min

    We've all watched massive deals shrink when buyers chip away at your pricing. Todd Caponi live role plays negotiation tactics with Armand Farrokh to give no more than a 15% discount. In this episode, Todd Caponi…

  43. #581 - The Negotiation Playbook | 30MPC Hall of Fame

    · 25 min

    🛒Pre-Order Todd’s Negotiation Course: https://hubs.li/Q04k0BGj0 Actionable Takeaways: 🤐 Context, price, shut up. Explain the mechanics, drop the number, and let them fill the silence. 👑 Lock down power. Don't talk…

  44. #580 - How To Become Dangerously Good At Negotiation

    · 37 min

    We've all watched a massive deal slip away because a buyer played games. Nick Cegelski interviews Armand Farrokh and drops his playbook to help you negotiate better terms. In this episode, Arman Farrokh breaks down…

  45. #579 - Removing the friction from your sales cycle | Todd Caponi | 30MPC Hall of Fame

    · 27 min

    In this episode, you can takeaway: 🎯 Acknowledging your competitors’ strengths + highlight where your features match needs 🤖 Getting price out early, and use it to disqualify 👔 Keep negotiation simple by anchoring…

  46. #578 - Watch Me Cold Call For A Product I’ve Never Sold

    · 19 min

    Getting hung up on by any leader hurts, but it's the grind. Jason Bay flips the script and shows you how to bounce back and book meetings. In this episode you’ll learn: 🎯 How to force a 20% conversion rate and lock…

  47. How to Win Deals Without Discounting Away Your Commission

    · 17 min

    Todd Caponi’s Four Levers Negotiating™ Course is now available for pre-order (early bird pricing until June 22): https://hubs.li/Q04jryL50 And to celebrate, we’re sharing four weeks of free content drops, new…

  48. #577 - Why Your AI Cold Emails Are Failing (And How to Fix Them) | Jason Bay

    · 47 min

    Your cold outreach reply rates are completely flatlining because of AI slop. In this episode, Jason Bay breaks down how to: 🎯 Flip your sales funnel into a "martini glass" to go deep on fewer accounts. 🤖 Break…

  49. #576 (Trailer) - I Ranked 5 Cold Emails And Rewrote The Best One

    · 1:28

    Full episode here Most reps fire off bloated cold emails that bury the lead and pitch features instead of attacking real business problems. In this episode, Jason Bay breaks down: 👔 Shrunk intros and hyper-targeted…

  50. #575 - How Parallel Dialing Makes You Better at Cold Calling | Suji Goetzke

    · 32 min

    Stop burning your territory by blindly calling massive lists of leads. In this episode, Suji breaks down their exact playbook, including: 🎯 Forcing your focus into tight, 100-person lists built around clear pain…

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