30 Minutes to President's Club | No-Nonsense Sales
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, LinkedI...
How to Reframe Objections as Strengths | David Rosenstein | Ep. 279 (Sell)
ACTIONABLE TAKEAWAYS:
Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy.
Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, you've still gained ground.
Reframe Intentional Limitations: When faced with an objection or missing feature, consider if it’s intentional by design. Reframe it as a benefit aligned with the prospect’s goals.
Prep for Large Meetings: Divide the room strategically. Prep with your champion, pre-call each stakeholder, then personalize questions in the meeting to tailor the conversation.
DAVID'S PATH TO PRESIDENTS CLUB:
Senior Account Executive MM @ LinkedIn
Account Executive SMB @ LinkedIn
Sales Development Representative @ LinkedIn
Creator Manager @ LinkedIn
RESOURCES DISCUSSED:
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Things you can steal
Club Pass
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40:15
How To Actually Challenge Customers | John Barrows | 30MPC Hall of Fame
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FOUR ACTIONABLE TAKEAWAYS
Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to hear to earn another meeting with your full attention?" Focus on that.
Lead with a hypothesis: Instead of asking generic discovery questions, start with a hypothesis about their priorities based on research, showing you did your homework.
Decision criteria: Prospects may focus on the wrong decision factors. Share a list of common criteria and ask them to rank their priorities to guide the discussion.
Demo as you go: Don't save all product demos for the end. Show small pieces of the product during the conversation, interspersing discovery throughout.
RESOURCES DISCUSSED
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Things you can steal
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39:00
The No-Exception Rule That Every Sales Leader Needs to Adopt ASAP | Eleanor Dorfman | Ep. 278 (Lead)
ACTIONABLE TAKEAWAYS:
SPFs for Short-Term Change: Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework.
Strict Holdover Rules: Allow one quarter for closing open opportunities after a territory change if they’re past stage two. No exceptions ensure fairness and consistency.
The Iron Square: Track rep productivity with win rate, AE-sourced pipeline, total pipeline generation, and forecast accuracy, with quota attainment as the central North Star.
Customer-First Processes: Avoid letting internal rules disrupt customer experience. Build buffer zones in ROEs and territories to minimize deal handoffs.
ELEANOR'S PATH TO PRESIDENTS CLUB:
- Head of Sales @ Retool
- Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment
- Global Head of Commercial Renewals and Retention @ Segment
- Head of Customer Success and Solutions engineering @ Clever Inc
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
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42:53
The Problem Proposition (Tone + Real Call Reviews) | Cold Calls to President's Club Course Preview Part 2
The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10):
https://clubpass.30mpc.com/cold-calls-to-presidents-club
Actionable Takeaways
The biggest mistake in The Problem Proposition: going through the motions instead of joining the pain.
Join the ridiculousness of the triggering problem.
Almost brush over your one-sentence solution.
Shrug your shoulders during the interest-based CTA.
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13:40
The Problem Proposition (Methodology) | Cold Calls to President's Club Course Preview Part 1
The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10):
https://clubpass.30mpc.com/cold-calls-to-presidents-club
Actionable Takeaways
No Value Propositions. Buzzwords make you sound like a telemarketer, and benefits fall flat without the context of a problem.
Triggering Problem. Instead, lead with a problem so specific that it triggers your prospect and reminds them of a painful memory.
One-Sentence Solution. If you get the problem right, all you need is one sentence to explain your solution (we do X so that the problem goes away).
Interest-Based CTA. Validate their interest before you ask for the meeting, using softening language, no-based questions, and mini push-aways.
About 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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