Om 30 Minutes to President's Club | No-Nonsense Sales
The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual.
30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, 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 seller listening to the (SELL) show or leader tuning into the (LEAD) show…
Get ready, you're going to President's Club.
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#535 - He Sold A $30M Deal With One Page (00:14:48)
In this episode, Nate Nasralla breaks down the one-page business case framework he used to help close a $30M enterprise deal and multiple seven-figure contracts. He walks through how to structure a one-page document that aligns executives, arms champions to sell internally, exposes deal gaps early, and drives consensus in complex buying groups. Using a real-world IKEA example, Nate shows how to translate problems into executive language, quantify outcomes, and position investment so deals actually move forward.
These Courses Will Get You to President’s Club
👥 Leadership Course: https://bit.ly/4o8KtMT
📧 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
Get More Tactics
Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
Things you can steal and use today – https://linktr.ee/30mpc_youtube
#534 - #1 Sales Rep Runs The Exact Demo That Got Him Promoted 8x (00:09:56)
In this episode, Adam Ochart, #1 sales rep from Gong breaks down the exact demo framework that helped him earn 8 promotions, consistently win enterprise deals, and maintain a 30%+ win rate. He walks through how to prep demos, align with buyers before clicking anything, run discovery during the demo, and frame every feature using a why-before-what approach so prospects experience a true “test drive.” This is a tactical, repeatable demo playbook for sellers who want higher conversion rates and faster promotions.
These Courses Will Get You to President’s Club
👥 Leadership Course: https://bit.ly/4o8KtMT
📧 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
Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
Things you can steal and use today – https://linktr.ee/30mpc_youtube
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#533 - How to Build a Team That Thrives on 700 Cold Calls a Week | Melanie Smith (00:34:20)
Melanie Smith, Head of Sales Development at Nooks, breaks down the exact systems, metrics, and coaching frameworks she uses to run one of the highest-performing SDR teams in outbound. In this episode, she shares KPI structures, call-block strategy, cold-call skill development, and how leaders can scale connect rates, conversation rates, and meeting production without burning out their reps.
🎙️ ACTIONABLE TAKEAWAYS:
Weekly SDR readouts: Reps review KPIs and explain every meeting they booked to surface repeatable plays.
Use AI for call pattern analysis: Analyze winning call transcripts to find coaching themes and enablement topics.
Own rep career paths: Align with other departments and give SDRs projects that build promotion-ready skills.
One thing — Call for Intel & Intros: Run an “I&I” block where reps call below-the-line users to gather insights and get warm introductions.
MELANIE’S PATH TO PRESIDENT’S CLUB:
Scaled team from 10→50 @ Klue, then 4→33 @ Nooks in 18 months
Top 2 performer @ Klue during 1.5-year tenure before moving into SDR leadership
These Courses Will Get You to President’s Club
👥 Leadership Course: https://bit.ly/4o8KtMT
📧 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
Get More Tactics
Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
Things you can steal and use today – https://linktr.ee/30mpc_youtube
#532 - Santa Unwraps 12 Sales Tactics You NEED to Master in 2026 (00:36:33)
In this special holiday episode, Santa and his elf break down the 12 most impactful sales tactics of 2025, covering negotiation, discovery, cold calling, prospecting, leadership, demo strategy, hiring, business cases, team management, and more. Each tactic is pulled from interviews with top 1% sellers and elite sales leaders, giving reps a fast, practical, and highly actionable playbook to win deals, build pipeline, lead teams, and hit President’s Club in 2026.
These Courses Will Get You to President’s Club👥 Leadership Course: https://bit.ly/4o8KtMT📧 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
Get More Tactics
Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
Things you can steal and use today – https://linktr.ee/30mpc_youtube
#531 - How to Scale Personalized Prospecting with Video (Even in SMB) (00:25:27)
Discover how Vidyard’s #1 AE, Mike D'Aloisio, uses video to humanize every stage of the sales cycle — from first touch to pricing delivery to re-engagement when prospects ghost. In this 30MPC sell interview, learn how to tailor videos to personas, boost meeting show rates, eliminate the “game of telephone” in proposals, and creatively reignite stalled deals using short, high-impact videos that stand out inside crowded inboxes.
🎙️ Actionable Takeaways:
Prospecting video formula: <45s → Who you are, why you’re reaching out, value + CTA.
Send meeting confirmation videos day-of to humanize yourself and reduce no-shows.
Use video for case studies & pricing so your message lands directly with decision makers — not lost via champions.
When ghosted, use creativity (even humor/spinning in a chair) to reignite the spark and restart conversations.
These Courses Will Get You to President’s Club
👥 Leadership Course: https://bit.ly/4o8KtMT
📧 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
Get More Tactics
Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
Things you can steal and use today – https://linktr.ee/30mpc_youtube
#530 - Negotiation Masterclass: Your Sales Commission Savior (00:40:03)
December 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 negotiations the moment pricing enters the conversation, use give-get momentum to cut deal times in half, and blast through legal, security, and procurement reviews that usually stall you until Q1.
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Buy 'Four Levers Negotiating' here: https://www.simonandschuster.com/books/Four-Levers-Negotiating/Todd-Caponi/9781637748404
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Use Code HOLIDAY50 for $50 off any course (expires at midnight on 12/25): https://www.30mpc.com/courses
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👥 Leadership Course: https://bit.ly/4o8KtMT
📧 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
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RESOURCES DISCUSSED:
Join our weekly newsletter - https://hubs.li/Q02NJQ8p0
Things you can steal - https://linktr.ee/30mpc_youtube
#529 - How to Win Enterprise Deals with Compelling Events (Not Volume) | Luke Floyd (00:37:17)
Luke’s CE Hypothesis Template
Luke Floyd breaks down how he stopped “spraying and praying” and started winning large enterprise deals by tracking where urgency already exists. Instead of chasing logos or building volume-based cadences, he prioritizes the 20 accounts most likely to face a compelling event, builds horizontal plays that don’t sound generic, and positions himself “on the bench” before the need arises. Learn how to filter your territory like an investor, predict where opportunity will occur, and become the first call when timing hits. If you want to generate pipeline without brute-force activity—and win larger deals faster—this is the framework.
These Courses Will Get You to President’s Club
👥 Leadership Course: https://bit.ly/4o8KtMT
📧 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
Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
Things you can steal and use today – https://linktr.ee/30mpc_youtube
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#528 - Live Cold Calls: How Many Meetings Can The #1 Sales Trainer Book? (00:33:36)
Jason hits the phones to prospect into sales and enablement leaders, sharing his live approach between each call.
With a 30% connect rate (thanks to Titan X) and 11% conversion, you'll see how Jason handles objections, switches messaging mid-call, and learns in real time.
Think cold calling is hard?
Try doing it live for 90 minutes, under studio lights, in a room with no AC, with a crowd listening to every single word you say.
That’s what the #1 outbound sales trainer, Jason Bay, did to prove he can do more than *teach* cold calling — he can actually get on the phones and *do* it himself.
We rolled the cameras, loaded a list of exclusively executive level prospects he’d never met, and let the chaos unfold.
You’ll hear how he structures his cold calls, adjusts messaging on the fly, and reflects on what could be improved after each conversation. Includes practical takeaways for improving connect rates, objection handling, and setting meetings with senior buyers.
✅ Get the Outbound Bundle (scripts + cold email guide): https://www.30mpc.com/course/cold-email-course
🎯 Start a TitanX pilot and we'll match your credits up to 5,000: https://titanx.io/?fpr=30mpc
⏱️ VIDEO CHAPTERS
00:11 – Cold Call Strategy & Setup Explained
03:00 – Handling “No” on a Permission-Based Opener
04:15 – Personalization Tip: Use Preferred Names
10:44 – How to Leave a Value-Driven Voicemail
14:12 – Reusing Research for Multiple Contacts
17:10 – Testing the “Heard Our Name Tossed Around” Opener
18:00 – Why You Should Always Leave Voicemails
22:27 – How I Booked the Meeting: Breakdown & Key Moves
23:00 – Turning Objections Into Value Hooks
24:00 – Confirming Calendar Invites to Prevent No-Shows
26:30 – Stats Recap: 30% Connect Rate, 11% Conversion
27:10 – What I’d Do Differently Next Time
28:00 – Final Sales Tips + Resource Links
#527 - The Sales Process Elite Reps Use (And You Don’t) (00:21:07)
Get the full playbook (60 minute video masterclass) 100% free right here: https://www.pipedrive.com/en/30mpc-masterclass
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Deal velocity is a huge driver of win rates, which is why Armand and I partnered with the easy and effective CRM, Pipedrive, to film a 60 minute video masterclass that covers all of the different ways that you can drive velocity in each individual stage of your sales process.
Literally, from opening call all the way to contract review, we documented our favorite tactics in this Pipedrive and 30MPC masterclass, which you can get for free right here: https://www.pipedrive.com/en/30mpc-masterclass
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Most reps think progress = meetings. Discovery, demo, proposal…❌
In this video, we break down why traditional sales stages like "Discovery → Demo → Power" are actually slowing your deals down — and what top AEs do instead to accelerate pipeline velocity.
Learn the stage-based mindset, how to combine exit criteria, and stop wasting time with meetings that don't move the deal forward.
✅ You'll walk away knowing:
* The 5 critical sales stages — and what *actually* matters in each
* Why meeting ≠ progress (and what to track instead)
* How to combine sales stages to close faster
#526 - The Ultimate Cold Calling Q&A: 16 Questions to Book Your Next Meeting (00:38:13)
From 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
04:43 How to make prospects laugh & break telemarketer resistance
07:26 Triple Bypass: Getting past gatekeepers without sounding salesy
09:49 How much research to do before each cold call
12:12 Blind vs researched dialing: Which books more meetings
13:35 Handling “call me later” and “I’m too busy” objections
16:10 When to leave voicemails (and the voicemail that doubles replies)
17:15 Should you double dial? Smart tactic or spam trigger?
18:29 Tools to speed up dialing and increase conversations
19:10 How to boost cold call connect rates (4 proven tactics)
21:03 Getting accurate phone numbers using data waterfall
22:27 How to prevent no-shows after the meeting is booked
23:32 What to say when someone says “cold calling doesn’t work”
24:59 The fastest way to instantly improve your cold calls
26:22 How to stay confident during a cold call losing streak
27:22 Most memorable cold call stories (good and bad lessons)
These Courses Will Get You to President’s Club
👥 Leadership Course: https://bit.ly/4o8KtMT
📧 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
Get More Tactics:
Cold Calling Sucks (And That’s Why it Works)
Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
Things you can steal and use today – https://linktr.ee/30mpc_youtube
#525 - Why Executives Ignore Your Sales Pitch (And How to Fix It Fast) | Nate Nasralla (00:52:08)
Buy "Brief and Brilliant' Here
Turn executive meetings into closed deals with Nate Nasralla’s 4-sentence framework, one-page business case, and proven tactics to speak the language of leadership and win buy-in fast.
🎙️ACTIONABLE TAKEAWAYS:
• Build a 4-Sentence Soundbite: Use Nate’s formula — Because of [shift], now’s the time to [act], to avoid [risk], and unlock [reward] — to frame every deal in language that resonates with decision-makers.
• Create a One-Page Business Case: Summarize the priority, problem, approach, outcome, and investment on a single white page using their metrics and internal language — not your logo or jargon.
• Write “Through” Your Champion: Every email should be forwardable. Write so your internal contact can easily share your message up the chain with clarity and confidence.
• Run Executive Meetings Like a Pro: Set a clear objective, use soundbites as anchors, get problem agreement first, and drive the meeting toward a single decision or blocker removed.
RESOURCES DISCUSSED:
One Page Business Case
#524 - Outbound Prospecting Masterclass: Everything You Need to Book Meetings in 2026 (00:39:30)
Outbound is broken, not dead. In this masterclass, Jason Bay breaks down the new outbound playbook for 2025–2026 — how top reps are filling pipeline when cold calls, automated sequences, and mass emails stop working. You’ll learn how to prioritize accounts that actually respond, speak your buyer’s language with offers that earn replies, and sequence outreach across phone, email, and social the right way.
Key frameworks include the Martini-Glass Pipeline for targeting high-relevance prospects, the Messaging Matrix for crafting irresistible offers, and the KISS Sequencing System that boosts reply rates 20%+. Jason also shares cold call + cold email frameworks that book meetings today — plus how to use AI the right way with his 10-80-10 Rule to double output without sounding robotic.
RESOURCES DISCUSSED:
The Ultimate Cold Email Data Report
Jason Bay’s Cold Email ChatGPT Prompts
The Different Types of Offers
Jason Bay’s Outbound Sequence Template
The 30MPC Outbound Bundle
#523 - How Top Sellers Find the Real Decision Makers in Deals | Kam Germany (00:34:55)
Kam Germany breaks down how elite sellers win complex deals by uncovering the true decision makers, sparking internal alignment, and turning every stakeholder into a champion that sells for you when you’re not in the room.
🎙️ ACTIONABLE TAKEAWAYS:
Find the Shadow Decision Maker: Don’t assume the highest title holds the most influence—watch who answers impact questions to uncover who truly drives decisions.
Incite the Riot: Use one-on-one breakout meetings with every stakeholder to surface real pain points and build internal advocates who keep your deal alive.
Connect the Dots in the Demo: Tie each person’s problem to the larger business objective and show how your solution solves all of them together.
One Thing to Do: Pre-plan questions in your presentations that invite conversation instead of asking, “Any questions?”—this keeps buyers engaged and drives real dialogue.
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
#522 - How Many Cold Calls Does It Take To Afford a Baby? (A Youtube Special) (00:00:50)
Full YouTube Video HERE
(https://hubs.li/Q03SzGnP0)
Alex Murphy (Founding AE @ 30MPC) reveals the exact sales prospecting formula that took him from teaching to crushing 200% of quota month after month. By breaking big life goals—like buying a house or having a baby—into simple math, he shows how to turn financial dreams into measurable activity targets. Learn how to calculate your dollars per meeting, prospects per booking, and the exact outreach volume needed to transform consistency into life-changing income.
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
#521 - The 7 Deadly Sales Negotiation Sins | Todd Caponi (00:28:41)
Todd Caponi, bestselling author of The Transparency Sale and The Four Levers of Negotiation, breaks down the 7 Deadly Negotiation Sins that cost salespeople deals, margins, and trust. If you think discounting accelerates deals, holding price until you “build value” is smart, or trading discounts for case studies is harmless, Todd’s about to rewire your negotiation mindset. Learn how to close faster, discount less, and build buyer trust using the same transparent negotiation tactics that world-class sellers use to win more and protect their price integrity.
THE 7 DEADLY NEGOTIATION SINS:
Waiting to set a price range or expectation: Delaying price discussions kills trust and confuses buyers. Set clear pricing expectations early to establish credibility and value.
Believing discounts accelerate deals: Discounts often slow deals by signaling hidden flexibility. Instead, pay customers for mutually valuable timing commitments.
Giving away free stuff because you think it doesn’t matter: Every concession tells buyers your price isn’t final. Align every trade to something meaningful using the Four Levers framework.
Paying for case studies with discounts: Buying advocacy erodes authenticity. Earn your case studies through real customer success, not transactional discounts.
Creating false certainty when clients ask you to “hold pricing”: Avoid rigid yes/no responses. Use transparent negotiation levers to guide timing and reinforce the value behind each date commitment.
Talking about value at the goal line: If you’re re-selling value during negotiation, it’s too late. Communicate and reinforce value throughout the sales process before the proposal stage.
Anchoring high instead of anchoring to truth: In today’s transparent market, inflated anchors destroy trust. Stick to honest, consistent pricing—because if the truth won’t sell it, don’t sell it.
RESOURCES DISCUSSED:
Masterclass w/ Todd Caponi Signup
Buy 'Four Levers Negotiating Here
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
#520 - I Handle EVERY Cold Call Objection like Mr Miyagi (00:07:25)
Cold Email Course: http://bit.ly/44K6jy3
Cold Call Course: https://bit.ly/4jqQ4w2
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Handle every objection in the world like Mr. Miyagi. Plus 4 more talk tracks you can steal for your favorite objections out there.
Watch in full vibrant color: https://bit.ly/44KFn02
RESOURCES DISCUSSED
18 Objections and Scripts for Each
Join our weekly newsletter
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
#519 - Set Next Steps That Actually Close Deals | Roy Mathew (00:34:58)
Stop losing deals after the demo. Roy Mathew shows how to align every next step to what buyers actually care about. This is next-level sales leadership in action.
🎙️ ACTIONABLE TAKEAWAYS:
Calibrate before next steps: Always ask prospects where they stand before suggesting next steps — uncover what’s really going on in their head.
Think like a buyer, not a seller: Map out the five key questions buyers must answer before deciding — problem, priority, evaluation, value, and commercial agreement.
Game-plan every call: Before a meeting, ask your rep: (1) What’s the goal? (2) What could go sideways? (3) What will success look like and lead to next?
Run a “next step workshop”: Block four weekly one-hour sessions, review recorded calls’ final 10 minutes, and score how effectively reps set, calibrate, and confirm next steps.
ROY’S PATH TO PRESIDENT’S CLUB:
Top 3 revenue producer globally over 4 years @ Airtable across 150+ sellers
Went from 1st closing role to VP of Sales in ~6 years @ Re:currency
Surpassed quota for 12 straight quarters @ Airtable
RESOURCES DISCUSSED
Join our weekly newsletter
Mark’s 5-Stage Sales Process
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
#518 - 5 Terrifying Sales Ghosts That Will Haunt Your Quota | Halloween Special (00:32:55)
This 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 Them):
The Surface-Level Spirit: Your deal vanishes because you’re only finding small annoyances, not six-figure business problems that matter to executives.
The Hypnosis Demo: Feature-dumping kills attention — learn how to demo through stories that emotionally hook buyers and make them see their future state.
The Single-Threaded Specter: Depending on one champion is a death sentence. Multithread your deals and get power involved early.
The Negotiation of a Thousand Cuts: Every tiny discount, seat, or billing term slices your margin. Follow Armand’s 6-step framework to negotiate once and win big.
The Vendor Review Pit of Despair: IT and Legal can bury your deal alive. Run parallel reviews, set “redline deadlines,” and use mutual action plans to hit close dates.
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
#517 - The Secret to Handling Nasty Cold Call Objections (00:15:33)
18 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 Objections and Scripts for Each
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
#516 - How to Differentiate Yourself in Every Sales Cycle | Chad Prezlomski (00:34:50)
Chad Prezlomski reveals how elite sellers separate themselves from the pack by delivering a world-class buyer experience.
Download the Guide: How to Get Your to Reply in 90 Seconds (Without Sending an Email)
🎙️ ACTIONABLE TAKEAWAYS:
Before the meeting: Send pre-meeting nurture emails showing similar customers to build trust and credibility fast.
During the meeting: Use a hypothesis slide to prove preparation and lead informed discovery.
After the meeting: Use ChatGPT to identify the top three problems you can solve and send a recap video or email.
One thing to do: Add a hypothesis slide to every deck to make your prep visible and elevate the buyer’s experience.
CHAD’S PATH TO PRESIDENT’S CLUB:
Top-Tier Enterprise AE @ Blackbaud & Amplify
Sales Leader @ Schoology & Splash (10+ Years Building Teams)
VP of Sales @ Splash — Scaled Org to Cvent Acquisition (2024)
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
#515 - 21 PERFECT Sales Discovery Questions to Ask Your Prospect (Part 1) (00:16:24)
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.
This is Part 1 of Nick’s Discovery Series, covering early-stage sales discovery — with Parts 2 and 3 diving into mid-stage and late-stage deal questions. Whether you’re a new AE or a veteran seller, this episode will sharpen your discovery skills, help you qualify faster, and teach you how to use the Discovery Tree to direct conversations like a pro. Subscribe so you don’t miss the next episodes and start mastering the art of discovery today.
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
#514 - I Ran a Sales Call For A Product I Never Sold (00:24:50)
In this episode, Armand Farrokh breaks down exactly how to run a discovery call for any product, even one you’ve never sold before. Using a background check software as an example, he shows how to identify real business problems, craft targeted questions, and connect day-to-day pains to executive-level impact that drives urgency.
You’ll learn how to build and navigate a Discovery Tree—a structured path from situation to operational problem to executive impact, using Armand’s proven framework. He also shares “typically” and “magic moment” questions that uncover high-value pain points, helping SDRs, AEs, and sales leaders turn every discovery call into a winning deal.
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
#513 - How to Coach Sales Reps Using Metrics That Matter | Shaun Crimmins (00:39:34)
Shaun Crimmins reveals how elite sales leaders simplify the math, build winning rhythms, and coach reps with data-driven precision.
🎙️ ACTIONABLE TAKEAWAYS:
Reverse engineer revenue goals into weekly sales behaviors your reps can control.
Create an operating rhythm—consistent meetings, deal reviews, and cadences to eliminate chaos.
Coach with metrics, not gut feel—identify data gaps, validate behaviors, and build coaching plans.
Prepare like a pro—leaders must prep for every 1:1 just as reps prep for customer calls.
SHAUN’S PATH TO PRESIDENT’S CLUB:
HubSpot: Helped scale revenue from $60M → $300M, Series D → IPO.
Vanta: Scaled revenue from $10M → $100M+, led North America sales team and doubled win rates.
Gong: Leads Commercial Business in the East.
RESOURCES DISCUSSED
Metrics Dashboard
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
#512 - Leadership Masterclass: The Sales Management Operating System (01:00:20)
🚨 SAVE $100 ONLY IF YOU JOIN THE COURSE BEFORE 10/17: https://bit.ly/4o8KtMT
Sales managers: No one ever teaches you how to do your job.
If you've ever wondered...
Why are my pipeline reviews useless?
Should I actually hire this person or am I gonna have to fire them in three months?
Guess what?
You're probably a little bit like me and you had to figure out this stuff from scratch.
Well, fortunately, I've partnered up with the best sales leader in the game today, Mark Kosoglow.
He led Outreach from $0-250M ARR and has turned 8 managers into VPs of Sales.
All through his sales management operating system.
It is the gold standard for how to be a sales leader in three steps:
1. The Operating System: Everything from how you forecast, to how you drive a deal through your pipeline, to how your AE should prospect.
2. The Operating Rhythm: How do you make sure your reps are actually doing the system through deal reviews? Team meetings and one-on-ones.
3. The Talent System: How do you hire people who are so good that they literally make you look like you don't have to do anything for your job?
That is what we cover in the Sales Management Operating System course.
I guarantee it will be the best sales management resource you've ever used in your life.
🚨 SAVE $100 ONLY IF YOU JOIN THE COURSE BEFORE 10/17: https://bit.ly/4o8KtMT
🛠️ The 15 Page Sales Management Operating System Toolkit: https://www.30mpc.com/blog/the-ultimate-sales-management-operating-system-guide
#salesmanagementtraining#salesleadership#managertotrainer#forecasting#dealreviews#salescoach#B2Bsales#salesmanagers#salesoperatingrhythm#prospectingstrategies#salestrainingtips#revenuegrowth#leadershipdevelopment#salesenablement#onboardingmanagers
#511 - $3k vs $30k vs $300k Sales Close (00:27:03)
Mark's Kosoglow's Sales Leadership Course
Armand Farrokh reveals how to close a $3K, $30K, and $300K sales deal — and why each one needs a different approach. He breaks down the five buyer agreements that drive every close and shows how to spot deal momentum to accelerate your cycle.
Whether you’re closing SMB, mid-market, or enterprise deals, this video gives you real-world B2B sales tactics, SaaS closing strategies, and deal frameworks to help you sell faster, smarter, and bigger.
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Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
