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...
From Commit to Close: Building a Bulletproof Sales Forecast w/ Taylor Wilding (Lead) Ep. 273
Get your forecasting resources
ACTIONABLE TAKEAWAYS
Commit Deal Essentials: Reps must report four details for commit deals: dollar amount, close date, economic buyer, and their engagement. If not engaged, share the plan to involve them.
Three Forecast Methods: Use a top-down pipeline view, a bottoms-up deal analysis, and AI tools for better forecast accuracy. Combining these improves reliability.
Quarterly Milestones: By month one, secure 50% of forecasted deals. Month two should see 60% closed, leading to 100% by month three.
Prioritize Best Case Deals: Spend less time on commits with clear criteria. Focus on best-case deals and strategies to convert a few more into wins.
TAYLOR'S PATH TO PRESIDENTS CLUB:
VP of Sales @ Xactly
RVP, Sales - NA Growth & Commercial @ Xactly
RVP, Sales - West & NA Growth
Head of GTM @ roOomy
RESOURCES DISCUSSED:
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Things you can steal
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40:40
Don’t Waste Your Time: How to Spot Deals You’ll Actually Close w/ Johnny Larson @ TalkDesk | Ep. 272 (Sell)
ACTIONABLE TAKEAWAYS
Streamline Proposals: Remove unnecessary features to cut costs and stand out from competitors with bloated quotes. If prospects need a feature, they’ll request it, giving you control to reintroduce it strategically.
Ask Questions on RFPs: Use RFP responses to ask about priorities and requirements, opening the door for discovery and tailoring your response to their needs.
Disqualify Early: Disqualify deals if your product isn’t a fit or their problem seems like a “nice-to-have.” Identifying this early saves time and lets you focus on better opportunities.
Test Product Gaps: If a feature is missing, ask how critical it is to their goals. Confirm whether this gap is disqualifying or if the deal can move forward.
JOHNNY'S PATH TO PRESIDENTS CLUB
Commercial Account Executive @ Talkdesk
Enterprise Sales Development Manager @Talkdesk
Team Lead, Enterprise Sales Development @ Mimeo
Enterprise SDR @ Mimeo
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Give Johnny a Follow
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37:58
Hall of Fame: Spencer Ivey
FOUR ACTIONABLE SALES TAKEAWAYS
During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions Consultant.
Make your effort visible to prospects when working on the business case. Let them know you're actively involved and invite collaboration, which fosters reciprocity.
Refine and finalize your business case incrementally. Use the demo to make the case tangible and save detailed financial discussions for the final business case meeting.
When negotiating and faced with a request for a discount, refrain from immediate responses. Silence can be powerful as it prompts the prospect to reconsider or elaborate on their request.
PATH TO PRESIDENT’S CLUB
Enterprise Account Executive @ Webflow
Senior Account Executive @ Webflow
Account Executive @ Webflow
Senior Corporate Account Executive @ Udemy
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
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39:04
The Science of Sales Training: What Top Teams Do Differently (Lead Playbook)
Mark and Armand walk through the steps needed to provide effective ongoing training to your sales team.
ACTIONABLE TAKEAWAYS
Use a capability & cognitive load matrix to decide what to focus your training on
The best person for the job to be running that training and sales enablement is the most respected rep or manager on the team
Train your managers before you train your teams
Establish existing weekly rhythms then drop the reinforcement into one of those existing rhythms so you're not adding new meetings
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
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34:28
How I Went From Flat Broke to Closing 7-figure Deals w/ Johnny Larson @ TalkDesk | Ep. 271 (Sell)
ACTIONABLE TAKEAWAYS
Ask for Competitor Proposals: If a prospect cites competitor pricing, request their proposal to directly compare offerings and address discrepancies.
Rank Negotiation Priorities: When prospects negotiate on multiple factors, ask them to prioritize what matters most, then focus concessions on top-ranked items.
Meet Two Key Pricing Criteria: Share pricing only when the prospect acknowledges your solution addresses a critical pain and they influence or approve purchasing decisions.
Create a Cost for Discounts: When asked for a discount, request the prospect to identify features or services they are willing to remove, framing concessions as a trade-off.
JOHNNY'S PATH TO PRESIDENTS CLUB
Commercial Account Executive @ Talkdesk
Enterprise Sales Development Manager @Talkdesk
Team Lead, Enterprise Sales Development @ Mimeo
Enterprise SDR @ Mimeo
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
How to finish a negotiation in one cut
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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