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

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

by Armand Farrokh & Nick Cegelski

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-Outrea

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Episodes

  1. #608 - How Mapping the "Shadow" Org Chart Got Me to 305% of Quota

    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 access to key stakeholders, and activate your entire company to help you win. 🕸️...

  2. #607 - How to Turn Every Sales Pilot Into a Closed Deal | Shaun Crimmins

    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 the entire pilot. 📈 Pick metrics you can move: Start with measurable upstream...

  3. #606 - How To Build An Elite Outbound Sales Team (Get Reps Dialing Fast)

    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. ⚡ Fix the energy first: Create buy-in, make tough personnel decisions fast, and...

  4. #605 - How to Build a Cleaner Sales Pipeline in the Age of AI | Stevie Case

    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 automated outreach “slop,” uncover what your best reps are doing differently, and...

  5. #604 - Upsell & Expansion Masterclass: 7 Lever to Grow Any Account

    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 whitespace across their accounts. 🎯 Create expansion pipeline through value: Treat...

  6. #603 - How to Partner with Exec Assistants to Tilt Enterprise Deals in Your Favor | Laura McDonald

    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 real power base, and neutralize blockers before they kill your deal. 🎙️…

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  7. #602 - My Exact Prospecting Process That Got Me To President's Club 3X (Live Screenshare)

    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 accounts, researches Tier 1 prospects, leverages signals and partners, writes...

  8. #601 - How to Build a Sales Team That Manages Itself | Tara DiCristo-Schmitt

    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 pipeline reviews, and catch performance problems before they hit quota. 📅 Eliminate...

  9. #600 - Prospect Says “We’re Doing This In-House” You’ll Say…

    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 the beliefs behind their decision, and guide them toward seeing the risks of…

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

    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 build a stronger sales culture without micromanaging. 🎯 Find the 10x change:...

  11. #598 - How I Use Claude to Book 4-6 Meetings Every Week (Live Walkthrough)

    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 custom markdown documents ad CRM exports. 🎯 The step-by-step workflow to surface...

  12. #597 - How to Sell the Way Buyers Want to Buy | Lindsay Dougherty ft. Consensus

    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 your product behind meetings. ⚡ Use async content to speed up deals. Share quick...

  13. #596 - This Cold Email Formula Gets +20% Replies (Exact Templates)

    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 playbook, including: ✉️ Engineering "Show Me You Know Me" subject lines that…

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  14. Introducing: The 30MPC Enablement Program

    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 "sell the value", and then disappears. 48 hours later your team hasn't changed a...

  15. #595 - 6 Ways You're Killing Your Own Discovery Calls

    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 that make buyers lose respect for you—and how to fix them. 🎯 How to anchor your...

  16. #594 - The Perfect Outbound Sequence: Scripts, Templates, Messaging

    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 that drives double-digit reply rates 🎯How to write 4-sentence cold emails using a...

  17. #593 - EXACTLY How to Build an Unstoppable Sales Team in 60 days

    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 pipeline. 🐉 The 3-Headed Hydra strategy to multi-thread directly to decision-makers.…

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  18. #592 - The Sales Process That Took Outreach From $0 To $250M

    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 from traditional meeting-based stages to a 5-stage psychological agreement...

  19. #591 - $250M CRO Teaches: How to Master Sales Metrics

    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 and use L2 conversion rates to pinpoint exact process gaps. ⚙️ The operational...

  20. #590 - The Complete Discovery Call Playbook (Build It From Scratch)

    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 the script on your agenda using the Purpose, Plan, and Outcome framework to...

  21. #589 - How to Build a World-Class SDR Team (Complete Playbook)

    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 "Between You, Me, and the Wall" tactic to win over individuals privately before you...

  22. #588 - The Perfect 30 Day Onboarding Program

    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 safely using simulated mocks and SMB discovery loops. 📚 The exact 4-week calendar...

  23. The 30MPC Sales Summer Camp!

    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 Enablement. - - You're one step closer to President's Club! ⛺ Summer Sales Camp 🏋…

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  24. #587 - Why Most Sales Teams Approach RFPs Wrong (Stop Wasting Time!) | Konnor Martin

    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 period to ask deep discovery questions instead of just defining basic requirements....

  25. #586 - Sales Masterclass: 40 Minutes to Go From Cold Call To Close

    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 the test drive. 🌳 How to use a Discovery Tree to map operational annoyances to...

  26. #585 - Conquering the end-of-deal chaos | 30MPC Hall of Fame

    🛒 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 predictability. Explain upfront that there is tremendous value in your ability...

  27. #584 - Negotiation Masterclass: 32 Minutes of Proven Negotiation Tactics (B2B Sales)

    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 massive 40% discount 🛡️ Defending your payment terms and commitments without...

  28. #583 - The 7 Deadly Sales Negotiation Sins | 30MPC Hall of Fame

    🛒 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 actually stall deals by signaling hidden flexibility. 🎁 Giving away freebies.…

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  29. #582 - The Secret To Make Prospects Negotiate Against Themselves

    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 breaks down: 🛑 Buyers respect through leveraging your “willingness to walk away” 🛡️...

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

    🛒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 numbers until you confirm they have the juice to actually sign. 🛑 Flinch &…

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  31. #580 - How To Become Dangerously Good At Negotiation

    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 his exact playbook, including: 🎯 Forcing a strict cost for every concession to…

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  32. #579 - Removing the friction from your sales cycle | Todd Caponi | 30MPC Hall of Fame

    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 pricing and trading value for dollars - - You're one step closer to President's...

  33. #578 - Watch Me Cold Call For A Product I’ve Never Sold

    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 high-ICP meetings on the books. 🤖 How to maintain high intent when buyers…

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  34. How to Win Deals Without Discounting Away Your Commission

    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 resources, and tactical sessions to help you on your sales negotiation journey. Folks,...

  35. #577 - Why Your AI Cold Emails Are Failing (And How to Fix Them) | Jason Bay

    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 through the AI noise by prioritizing messaging precision over mindless volume. 👔...

  36. #576 (Trailer) - I Ranked 5 Cold Emails And Rewrote The Best One

    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 problem statements that expose competitor flaws. 🎯 Differentiated, "no-brainer"...

  37. #575 - How Parallel Dialing Makes You Better at Cold Calling | Suji Goetzke

    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 points 🤖 Scrambling for fast research in under 30 seconds using past notes…

    more

  38. #574 - How To Be An ELITE Sales Leader (Copy This Playbook)

    Sales is the only job where you can grind for 10 hours and still end the day feeling behind due to CRM chaos and internal fire drills. In this episode, Mark Kosoglow breaks down his exact productivity playbook, including: 👔 The Executive Routine: How to structure your day for closing, not just...

  39. #573 - Use This Discovery Call Formula to Get More Demos Booked | Kevin Dorsey | 30MPC Hall of Fame

    Stop losing deals to "skeptical prospects" and lukewarm discovery calls. Master the art of the B2B sales conversation by aligning your tonality with your intent and asking the right questions to the right stakeholders. In this video, Kevin Dorsey breaks down a high-impact sales discovery…

    more

  40. #572 - 9 Psychological Sales Tactics to Instantly Raise Your Status | Jeremy Miner

    Tired of begging for meetings and feeling like you have zero control over your buyer interactions? Jeremy Miner reveals how flipping your mindset to high intent and low attachment forces prospects to actually qualify themselves to you. In this sales training breakdown, you will learn 9 actionable...

  41. #571 - How to Use AI to Identify the Perfect Time to Prospect | Brendan Short

    Your AI Email Guide: https://www.30mpc.com/course/cold-email-course Most reps use the same signals and get ignored. Brendan Short shows how to find timing signals no one else can see and turn them into outbound that actually gets responses. 🎙️ ACTIONABLE TAKEAWAYS: 1. Use hyper-specific signals...

  42. #570 - Cold Email Masterclass: Everything You Need To Book Meetings in 2026

    Your AI Email Guide: https://www.30mpc.com/course/cold-email-course Jason Bay gives a cold email masterclass on what actually gets replies in a market where most reps are ignored. Stop pitching your product and start with a specific company problem that creates urgency and shows you did your...

  43. #569 - How Leaders Can Clarify the Pitch, Stop Paraphrasing, and Actually Add Value | Allison Bouchard ft. Outreach

    Get more from Outreach x 30MPC Cut the fluff and win executive buy-in faster by turning complex sales messaging into clear, high-impact ideas your buyer can understand in under three minutes. 🎙️ ACTIONABLE TAKEAWAYS: Shrink your message until it hurts → Draft your content, cut it in half, then…

    more

  44. #568 (Trailer) - Elite Sales Trainer Critiques BRUTAL Cold Call Objection Gauntlets

    Full Video Here Jason Bay breaks down 3 real cold calls and shows exactly where reps lose the meeting and how to fix it Stop pitching your product. Start in the buyer’s world with problems they are measured on and stressed about Handle objections by acknowledging emotion first, not pushing harder...

  45. #567 - How to Turn Cold Outreach Into Real Conversations | Adia Toll

    In this episode we take how Adia Toll engineered a 72% reply rate by shifting from pitch-first selling to conversation-first prospecting and the exact systems behind it. ACTIONABLE TAKEAWAYS: Grind → optimize → automate (GOAT framework): Manually run your entire outbound motion first, then…

    more

  46. #566 - 3 Brutal Sales Leadership Lessons (Avoid These Mistakes)

    The sales leadership lessons that changed how Mark Kosoglow leads and scales teams. Mark Kosoglow shares 3 moments that reshaped how he coaches, manages, and hires. Stop creating busywork. Protect rep selling time. Use PIPs to coach, not to quietly fire. Hire for traits, not past success. Train…

    more

  47. #565 - How to Master Social Selling on LinkedIn to Book Meetings | Kade Hinkle

    Kade Hinkle breaks down a repeatable LinkedIn outbound system that turns cold prospects into warm conversations before you ever send the pitch. 🎙️ ACTIONABLE TAKEAWAYS: Use video follow-ups instead of long text: Short, personalized videos cut through inbox noise and make your outreach feel…

    more

  48. #564 (Trailer) - I Cold Called For 60 Minutes (And Went Slightly Unhinged)

    Full video here Alex Murphy cold calls for 60 straight minutes to see how many meetings he can book in real time. No script no safety net just raw dials real objections and live pipeline building. Watch how Alex turns cold calls into real conversations using sharp positioning and tonality. Real...

  49. #563 - How to Build Reps Who Don’t Need You on Every Deal | Jason Miller ft. Unify

    Great sales leaders don’t solve problems, they build reps who can. Jason Miller breaks down how to drive focus, coach real skill gaps, and force critical thinking so your team performs without you in the room. 🎙️ ACTIONABLE TAKEAWAYS: Use “poster vs post-it” to drive focus: Set one team-wide...

  50. #562 - Sales Leadership Masterclass: Win Every Deal In Your Pipeline

    Turn your most dreaded meeting into your biggest revenue weapon, this deal review framework drives cleaner data, sharper reps, and near-perfect forecast accuracy. In this 30MPC Masterclass, Mark Kosoglow breaks down a repeatable, no-BS system for running deal reviews that actually move deals...

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ABOUT THIS SHOW

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-Outrea

HOSTED BY

Armand Farrokh & Nick Cegelski

CATEGORIES

business

Frequently Asked Questions

How many episodes does 30 Minutes to President's Club | No-Nonsense Sales have?

30 Minutes to President's Club | No-Nonsense Sales currently has 656 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.

What is 30 Minutes to President's Club | No-Nonsense Sales about?

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...

How often does 30 Minutes to President's Club | No-Nonsense Sales release new episodes?

30 Minutes to President's Club | No-Nonsense Sales releases new episodes frequently with a large back catalog of 656 episodes. Check the episode list for recent publication dates.

Where can I listen to 30 Minutes to President's Club | No-Nonsense Sales?

You can listen to 30 Minutes to President's Club | No-Nonsense Sales on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.

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

30 Minutes to President's Club | No-Nonsense Sales is created and hosted by Armand Farrokh & Nick Cegelski.
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