30 Minutes to President's Club | No-Nonsense Sales
By Nick Cegelski & Armand Farrokh
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Episodes: 298
Description
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-hosts Jen Allen-Knuth (ex-Challenger, ex-Lavender) and 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.
| Episode | Date |
|---|---|
|
Lead Playbook Part 2: Mark and Armand on How to Structure Your Interviews to Hire Great Sales Talent
|
Apr 25, 2024 |
|
212 (Sell) Testing Champions and Getting to Power (Maddy Jackson, Webflow)
|
Apr 23, 2024 |
|
Hall of Fame: Krysten Conner Ep. 137
|
Apr 22, 2024 |
|
Lead Playbook Part 1: Armand and Mark on What to Look for When Hiring Great Sales Talent
|
Apr 18, 2024 |
|
211 (Sell) Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik)
|
Apr 16, 2024 |
|
Hall of Fame: Charly Johnson Ep. 114
|
Apr 15, 2024 |
|
210 (Lead) Turning Pressure to Productivity for Happier Reps (Adam Ochart, Gong)
|
Apr 11, 2024 |
|
209 (Sell) Winning Technical Deals by Leveraging Your Entire Company (Shelby Ferson, Databricks)
|
Apr 09, 2024 |
|
Hall of Fame: Stephen Guerguy Ep. 100
|
Apr 08, 2024 |
|
208 (Lead) Why Your SDR Team Should Be Pipe Gen Forecasting (Maya Connet, Clari)
|
Apr 04, 2024 |
|
207 (Sell) Building Your Own Technical Depth in Sales Demos (Mike Tran, Grammarly)
|
Apr 02, 2024 |
|
April Special: The Future of Sales AI ft. Corporate Bro
|
Apr 01, 2024 |
|
206 (Lead) Implementing a Concession Approval Matrix & Framework (Ross Shanken, Multiplier)
|
Mar 28, 2024 |
|
205 (Sell) How To Brief Your Exec Before A Sales Call (Caitlin Zylstra, Deel)
|
Mar 26, 2024 |
|
Hall of Fame: Cory Bray Ep. 80
|
Mar 25, 2024 |
|
Product Roadmap: Q2 2024
|
Mar 22, 2024 |
|
204 (Lead) Tactics for Tackling Team Promotions and Behavior Changes (Jonah Mandel, Guesty)
|
Mar 21, 2024 |
|
203 (Sell) Blueprint to Establish Business-Level Impact in a POC (Amelia Burke, Databricks)
|
Mar 19, 2024 |
|
Hall of Fame: Doug Landis Ep. 110
|
Mar 18, 2024 |
|
202 (Lead) How to Break Down Rep Discovery Into Digestible Pieces (Chase Macaione, Zip)
|
Mar 14, 2024 |
|
Sales Playbook: Armand and Nick Teach You How to Handle ANY Cold Call Objection
|
Mar 12, 2024 |
|
Hall of Fame: Keenan Ep. 75
|
Mar 11, 2024 |
|
201 (Lead) How to Build an Early Stage Sales Team Beyond the First Five Reps (Miles Kane, Tenderly)
|
Mar 07, 2024 |
|
200 (Sell) Handling Unreasonable Prospect Asks With Undeniable Truths (Charles Muhlbauer, DiscoveryCoach.io)
|
Mar 05, 2024 |
|
Hall of Fame: Jeb Blount Ep. 83
|
Mar 04, 2024 |
|
Video Playbook: Book 1 In 3 Cold Calls With This Opener
|
Mar 01, 2024 |
|
199 (Lead) Why You Should Practice Breathwork Before Starting Team Meetings (Alex Kremer, Alluviance)
|
Feb 29, 2024 |
|
198 (Sell) Why You Should Never Mention AI in Your Sales Calls (Nick Casale, Handoffs)
|
Feb 27, 2024 |
|
Hall of Fame: Josh Braun Ep. 63
|
Feb 26, 2024 |
|
Steal the new model for the anti-bloated, recession-proof sales team
|
Feb 23, 2024 |
|
197 (Lead) Communication Hacks to Unleash Your Sales Team’s Full Potential (Jake Dunlap, Skaled Consulting)
|
Feb 22, 2024 |
|
196 (Sell) How to Roll with ANY Objection in a Cold Call (Sara Plowman, Pareto)
|
Feb 20, 2024 |
|
Hall of Fame: Joe Diliberto Ep. 71
|
Feb 19, 2024 |
|
Club Playbook: How Gong's Top Rep Makes A Cold Call (ft. Jc Pollard)
|
Feb 16, 2024 |
|
195 (Lead) How To Prep Reps Pre-Call And When To Jump In Yourself (Pleasant Middelhof, Convertr)
|
Feb 15, 2024 |
|
194 (Sell) NOT Personalizing Your Emails to Get More Deals (Julia Carter, Marpipe)
|
Feb 13, 2024 |
|
Hall of Fame: Adam Ochart Ep. 18
|
Feb 12, 2024 |
|
193 (Lead) How to Carve Your Team's Territories to Incentivise the Right Behavior (Anthony Cessario, Tropic)
|
Feb 08, 2024 |
|
192 (Sell) Secrets to Break Into Top-Tier Accounts with Product-Led Growth (Andrew Johnston, Superhuman)
|
Feb 06, 2024 |
|
Hall of Fame: Belal Batrawy Ep. 9
|
Feb 05, 2024 |
|
Lead Playbook: Armand and Mark Teach You How to Train Your Team
|
Feb 01, 2024 |
|
191 (Sell) Best Pre-Call Prep Tactics That Will Help You Nail Your Opening Sales Call (Taylor Lemke @ Zapier)
|
Jan 30, 2024 |
|
Hall of Fame: Charles Muhlbauer Ep. 25
|
Jan 29, 2024 |
|
190 (Lead) How to Rip Through 10 Calls in a 30 Minute Sales Coaching Session (Sean Gentry @ Webflow)
|
Jan 25, 2024 |
|
189 Q&A: JBay and Armand Teach you to Write a Cold Outbound Sequence
|
Jan 23, 2024 |
|
188 (Lead) Building a Framework to Involve Your Entire Company in Winning Deals (Jessica Klek @ User Interviews)
|
Jan 18, 2024 |
|
187 (Sell) How to Tear Up Your Territory to Kickoff 2024 (Luke Floyd @ Deel)
|
Jan 16, 2024 |
|
186 (Lead) The Ultimate Guide to Interview and Train High-Performing SDRs (Kyle Coleman @ Copy.ai)
|
Jan 11, 2024 |
|
185 (Sell) Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari)
|
Jan 09, 2024 |
|
Club Playbook: Three Steps to Using LinkedIn to Find More Prospects (ft. Charlotte Johnson of Salesloft)
|
Jan 08, 2024 |
|
184 (Lead) How to Run Team Deal Reviews to Find the Blindspots (D’Arcy Doyle @ Productboard)
|
Jan 04, 2024 |
|
30MPC’s 2023 Awards
|
Jan 02, 2024 |
|
Playbook Special: Cold Calling
|
Jan 01, 2024 |
|
Product Roadmap: Q1 2024
|
Dec 22, 2023 |
|
183 (Lead): How to Make your Team Prospect with Operating Rhythms and Calendar Invites (Shay Keeler @ CaptivateIQ)
|
Dec 21, 2023 |
|
182 (Sell): Land Your Dream Sales Job With These Killer Interview Tactics (Adam Ochart @ Gong)
|
Dec 19, 2023 |
|
181 (Lead): How to Bulletproof your Team's Pipeline with the So-What Train and Win Strategy Docs with Rebecca Feiten @6sense
|
Dec 14, 2023 |
|
Sales Playbook: Nick and Armand Teach You How To Forecast
|
Dec 12, 2023 |
|
180 (Lead): Steal Kyle Asay’s Sales Competency Framework to Produce World-Class Sellers
|
Dec 07, 2023 |
|
179 (Sell): Close More Deals with Ninja-Like Operational Efficiency (Grace Presnick @ Outreach)
|
Dec 05, 2023 |
|
178 (Lead): Incentivizing Your Team to Dominate Q4 (Doug Landis @ Emergence Capital)
|
Nov 30, 2023 |
|
177 (Sell): Jen Puts Nick in the Hot Seat to Learn His Secrets to the Perfect Sales Call (Nick Cegelski @ 30 Minutes to President’s Club)
|
Nov 28, 2023 |
|
176 (Sell): Build a Better Sales Call with this Foolproof Framework (Jen Allen-Knuth @ DemandJen)
|
Nov 21, 2023 |
|
175 (Lead): Lessons From A Renowned CRO: Evolving Your Sales Team Through Process And Accountability (Stevie Case @ Vanta)
|
Nov 16, 2023 |
|
174 (Sell): Utilize Discounts and Timelines to Never Let a Deal Slip (Harry Lort-Phillips @ Pave)
|
Nov 14, 2023 |
|
Club Playbook: Three Steps to Cold Calling Success (ft. Jason Bay of Outbound Squad)
|
Nov 13, 2023 |
|
173 (Lead): The Formula For Coaching Your Reps To President's Club (Patricia DuChene @ Postal)
|
Nov 09, 2023 |
|
172 (Sell): Mastering the Bookends: How Your Open Dictates Your Close (Joe Diliberto @ Sandler Training)
|
Nov 07, 2023 |
|
30MPC Live at Unleash 2023: The Golden Path to Closing Deals at Power
|
Nov 06, 2023 |
|
Leadership Playbook: Armand and Mark Teach You How to Run Pipeline Reviews That Don't Suck
|
Nov 02, 2023 |
|
YouTube: Your Blueprint To Nail EVERY In-Person Meeting
|
Nov 01, 2023 |
|
171 (Sell): How Jeb Blount Smashes In-Person Meetings (Jeb Blount @ Sales Gravy)
|
Oct 31, 2023 |
|
170 (Lead): Close Your First $1M ARR With Your Laptop CLOSED (Joe Caprio, Partner @ Glasswing Ventures)
|
Oct 26, 2023 |
|
YouTube: The Secret To Nailing The Day Of The Event
|
Oct 25, 2023 |
|
169 (Sell): Your Path to President's Club Starts With "No" (Taylor Corr, Head of SMB & Mid Market Sales @ Quantcast)
|
Oct 24, 2023 |
|
168 (Lead): How to Cover 100 Deals Without Being On Every Single Call (Holly Procter, CRO @ Incredible Health)
|
Oct 19, 2023 |
|
YouTube: I Never Go To A Conference Without Doing THIS First
|
Oct 18, 2023 |
|
167 (Sell): Using Deal Friction to Drive Opportunities Over the Line (Alex Kremer, Founder @ Alluviance)
|
Oct 17, 2023 |
|
166 (Lead): Build a Winning Sales Team With Commitment to Practice (Kevin "KD" Dorsey, SVP of Sales and Partnerships @ Bench Accounting)
|
Oct 12, 2023 |
|
YouTube: 5 Ways To Negotiate Your Sales Job Offer
|
Oct 11, 2023 |
|
165 (Sell): Maintain momentum in your sales conversations (Brian LaManna, Senior Mid-Market Account Executive @ Gong)
|
Oct 10, 2023 |
|
YouTube: Stop cold applying for sales jobs and do THIS instead
|
Oct 05, 2023 |
|
164 (Sell): Identifying decision-makers early (Brandon Sedloff, SVP of Sales @ Juniper Square)
|
Oct 04, 2023 |
|
YouTube: NEVER Answer A Question Before Doing This
|
Sep 29, 2023 |
|
163 (Sell): Crushing your cold call objections (Will Padilla, Sr. Account Executive @ GRIN)
|
Sep 27, 2023 |
|
YouTube: Stop Selling For Crappy Companies (Look For THIS)
|
Sep 26, 2023 |
|
YouTube: BEFORE You Get Into Tech Sales, Here’s How It Works
|
Sep 22, 2023 |
|
162 (Sell): Using hypothesis-driven discovery to uncover winning zones (Danilo Capric, Sr. Account Executive @ Databricks)
|
Sep 20, 2023 |
|
YouTube: How I Kickoff Every Sales Call
|
Sep 19, 2023 |
|
Product Roadmap: Q4 2023
|
Sep 18, 2023 |
|
161 (Sell): Crafting success with creative deals (Mark Kosoglow, Chief Revenue Office @ Catalyst Software)
|
Sep 13, 2023 |
|
YouTube: 4 Ways To NOT Sound Like A Telemarketer
|
Sep 12, 2023 |
|
YouTube: Push Your Prospects Away To Sell More Deals
|
Sep 08, 2023 |
|
Playbook: Crushing your competitors
|
Sep 06, 2023 |
|
Club Playbook: Do the opposite (ft. Nick Cegelski)
|
Sep 04, 2023 |
|
160 (Sell): Making meaningful intros to move competitive deals (Shay Keeler, Sr. Director of Global Commercial NL Sales @ Outreach)
|
Aug 30, 2023 |
|
YouTube: How Much Money Can You Make in Tech Sales? (Real Data)
|
Aug 29, 2023 |
|
159 (Sell): Leveraging your team to secure strategic deals (Brantley Berryhill, Head of Strategic Sales @ Atlan)
|
Aug 23, 2023 |
|
Youtube: How To Build Rapport In Sales (NO WEATHER TALK!)
|
Aug 22, 2023 |
|
YouTube: How To Prep For Your Next Sales Call
|
Aug 18, 2023 |
|
158 (Sell): Conquering the chaos at the end of your deals (Todd Caponi, Founder, Speaker, & Workshop Leader @ Sales Melon)
|
Aug 16, 2023 |
|
YouTube: Triple Your Email Replies With The 3x3 Cold Email
|
Aug 15, 2023 |
|
157 (Sell): Riding rising stars on the way to enterprise deals (Chris Surdi, Strategic Account Manager @ Ascend)
|
Aug 09, 2023 |
|
YouTube: I Book 1 In 3 Cold Calls With This Opener
|
Aug 08, 2023 |
|
YouTube: Got Hung Up On? Use This Cold Call Script (Youtube Opening Week)
|
Aug 04, 2023 |
|
YouTube: 7 Ways To Get Your Prospects Talking (Youtube Opening Week)
|
Aug 03, 2023 |
|
156 (Sell): Amplifying authenticity to soft close across the sales cycle (JC Pollard, Mid-Market Account Executive @ Gong)
|
Aug 02, 2023 |
|
YouTube: The Permission-Based Cold Call Opener, With A Twist (Youtube Opening Week)
|
Aug 01, 2023 |
|
YouTube: I Handle EVERY Cold Call Objection like Mr Miyagi (Youtube Opening Week)
|
Jul 31, 2023 |
|
155 (Sell): Leveraging enterprise executives to expand your deals (Brandon Wagoner, Founding Team-GTM Lead @ Superblocks)
|
Jul 26, 2023 |
|
Hall of Fame: Kevin “KD” Dorsey Ep. 8
|
Jul 24, 2023 |
|
154 (Sell): Pushing pipeline by selling value deposits, not features (Kyle Norton, SVP Sales & Partnerships @ Owner)
|
Jul 19, 2023 |
|
153 (Sell): Driving deals with show & tell through heaven & hell (Alex Kremer, Director of Sales @ Catalyst Software)
|
Jul 12, 2023 |
|
152 (Sell): Mastering momentum and winning 1:1's as an SDR (Zach Landres-Schnur, Head of Sales Development @ LiveRamp)
|
Jul 05, 2023 |
|
Club Playbook: Get to power every time (ft. Jason Bay)
|
Jul 03, 2023 |
|
151 (Sell): Mastering every moment at your next conference (+ never lose at musical chairs) (Christine Nolan, Global VP of Sales @ Starburst)
|
Jun 28, 2023 |
|
Product Roadmap: Q3 2023
|
Jun 26, 2023 |
|
Playbook: Top 10 moments that change the way we sell
|
Jun 21, 2023 |
|
150 (Sell): Navigating the nuances of a hero's journey (Adam Wainwright, Sr. Director of Sales @ Clari )
|
Jun 14, 2023 |
|
149 (Sell): Selling with ChatGPT (Sonny Round, Director of Global Sales Development @ Panopto)
|
Jun 07, 2023 |
|
Club Playbook: How to cold call (ft. Morgan J Ingram)
|
Jun 05, 2023 |
|
148 (Sell): Sealing the deal with executives (Lynn Powers, Enterprise Sales Director,@ Clari)
|
May 31, 2023 |
|
147 (Sell): Negotiate like a pro during a savings showdown (Hunter Swanson, Enterprise Regional VP @ DocuSign)
|
May 24, 2023 |
|
146 (Sell): Winning over the CEO by turning their team into champions (Henry Schuck, CEO & Founder @ ZoomInfo)
|
May 17, 2023 |
|
145 (Sell): Getting to power for executive level discovery (Kyle Asay, Regional VP @ MongoDB)
|
May 10, 2023 |
|
Hall of Fame: Keenan Ep. 7
|
May 08, 2023 |
|
144 (Sell): Progress your sales with healthy customer tension (Jen Allen-Knuth, Community Growth @ Lavender)
|
May 03, 2023 |
|
Club Playbook: Run discovery with a point-of-view (ft. Sarah Brazier)
|
May 01, 2023 |
|
143 (Sell): Part 2: Weaving showmanship into your sales process (Vin Matano, Sr. Account Executive IC-5 @ Demandbase)
|
Apr 26, 2023 |
|
142 (Sell): Part 1: Energize your prospecting with multi-channel mastery (Vin Matano, Sr. Account Executive IC-5 @ Demandbase)
|
Apr 19, 2023 |
|
141 (Sell): Mapping the path to close and navigating to your destination (Justin Solis, Enterprise Account Executive @ Pave)
|
Apr 12, 2023 |
|
Playbook: The Multithreading Playbook
|
Apr 05, 2023 |
|
Club Playbook: Scaling email personalization (Charly Johnson)
|
Apr 04, 2023 |
|
Product Roadmap: Q2 2023
|
Apr 03, 2023 |
|
140 (Sell): Optimizing your time-consuming sequences (Sam Nelson, Founder @ SDRLeader.com)
|
Mar 29, 2023 |
|
139 (Sell): Building trust when selling at early-stage companies (Miles Kane, VP, Sales @ Tenderly)
|
Mar 22, 2023 |
|
138 (Sell): Building your sales process step by step (Luke Floyd, Sr. Account Executive @ Deel)
|
Mar 15, 2023 |
|
137 (Sell): Structuring the steps of your discovery call (Krysten Conner, Enterprise Account Executive @ UserGems)
|
Mar 08, 2023 |
|
136 (Sell): Adding discipline into your sales process (Anthony Natoli, Enterprise Account Executive @ Lattice)
|
Mar 01, 2023 |
|
135 (Sell): Part 2: Pacing your conversation with a champion vs. executive (Kevin “KD” Dorsey, Sales Leadership Coach)
|
Feb 22, 2023 |
|
Hall of Fame: Joe Caprio Ep. 35
|
Feb 20, 2023 |
|
134 (Sell): Part 1: Connecting the dots in your discovery call (Kevin “KD” Dorsey, Sales Leadership Coach)
|
Feb 15, 2023 |
|
133 (Sell): Identifying the difference between pain and problem (Becc Holland, Founder & CEO @ Flip the Script)
|
Feb 08, 2023 |
|
132 (Sell): Controlling the sales process in the buyer’s best interest (Devin Reed, Director, Content & Thought Leadership @ Clari)
|
Feb 01, 2023 |
|
131 (Sell): Plan your attack, then attack your plan (Liam Mulcahy, Go-to-Market @ Kleiner Perkins)
|
Jan 25, 2023 |
|
Playbook: The Negotiation Playbook
|
Jan 18, 2023 |
|
130 (Sell): Asking questions that get your buyer talking about impact vs features (Morgan Melo, Enterprise Account Executive @ Pave)
|
Jan 11, 2023 |
|
129 (Sell): Using pushes to handle objections (Will Padilla, Sr. Account Executive @ GRIN)
|
Jan 04, 2023 |
|
128 (Sell): Booking more outbound meetings with slapping (Florin Tatulea, Director of Sales @ Barley)
|
Dec 28, 2022 |
|
127 (Sell): 6 Ways to Get Coal in Your Stocking from Sales Santa (and what to do instead)
|
Dec 21, 2022 |
|
Product Roadmap: Q1 2023
|
Dec 19, 2022 |
|
126 (Sell): Holding your customer accountable through your deal cycle (Marissa Bell, Director, Enterprise Sales @ Figma)
|
Dec 14, 2022 |
|
125 (Sell): Active listening to loosen up your discovery calls and first dates (Samantha McKenna, Founder @ #samsales Consulting)
|
Dec 07, 2022 |
|
Hall of Fame: Morgan Ingram Ep. 16
|
Dec 05, 2022 |
|
124 (Sell): Using "client voice" with your prospects (Rod Baptista, Account Executive I @ ZoomInfo)
|
Nov 30, 2022 |
|
123 (Sell): Building impact and intensifying urgency in your discovery calls (Chris Orlob, Co-Founder & CEO @ Stealth Startup)
|
Nov 23, 2022 |
|
122 (Sell): Overcoming mistakes and missed opportunities when champion building (Ford Williams, Regional Director Majors-West & Central @ ThoughtSpot)
|
Nov 16, 2022 |
|
121 (Sell): Creating and accelerating your emails (Kyle Coleman, SVP, Marketing @ Clari)
|
Nov 09, 2022 |
|
Playbook: Cold Calling Playbook Part 2
|
Nov 02, 2022 |
|
120 (Sell): The Don't Get Ghosted Playbook
|
Oct 26, 2022 |
|
119 (Sell): Using social proof tactics in your cold call (Terry Husayn, VP of Sales Development @ Orum)
|
Oct 19, 2022 |
|
118 (Sell): Optimizing for connections and completions in your cold calls (Ryan Reisert, Student of Sales, Principal @ Reisert Consulting)
|
Oct 12, 2022 |
|
117 (Sell): Building a business case with your champion (Nate Nasralla, Founder @ Fluint)
|
Oct 05, 2022 |
|
116 (Sell): Setting the steps of your Mutual Action Plan (MAP) (Ross Rich, CEO @ Accord)
|
Sep 28, 2022 |
|
Product Roadmap: Q4 2022
|
Sep 22, 2022 |
|
115 (Sell): Selling the 20% (John Barrows, Founder @ Sell Better by JB Sales)
|
Sep 21, 2022 |
|
Hall of Fame: How to land a killer sales job
|
Sep 19, 2022 |
|
114 (Sell): Prospecting with a proper human touch (Charly Johnson, Account Executive @ Salesloft)
|
Sep 14, 2022 |
|
113 (Sell): Storytelling to show prospects you can solve their problem (Armand Farrokh, VP of Sales @ Pave)
|
Sep 07, 2022 |
|
112 (Sell): Uncovering the buying process with your customer (Marisa Sarabia, Principal Account Executive @ Dialpad)
|
Aug 31, 2022 |
|
111 (Sell): Creating close plans for every step of the sales process (Jeremey Donovan, EVP, Sales & Customer Success, Insight Partners)
|
Aug 24, 2022 |
|
Playbook: Everything prospecting that isn't email or phone
|
Aug 17, 2022 |
|
110 (Sell): Leveling with your buyer and setting clear expectations using PPO (Doug Landis, Growth Partner @ Emergence Capital)
|
Aug 10, 2022 |
|
109 (Sell): Prospecting into your customer's new company (Todd Busler, Co-founder & CEO @ Champify)
|
Aug 03, 2022 |
|
108 (Sell): Managing expansion sales and executive teams (Evan Cassidy, Sr. Director, Mid-Market & Growth Expansion Sales @ Drift)
|
Jul 27, 2022 |
|
107 (Sell): Architecting the buyer’s journey (Kyle Asay, VP of Sales @ Qualtrics)
|
Jul 20, 2022 |
|
106 (Sell): Looking for trouble with humbling disclaimers to land your deals on the button (Charles Muhlbauer, Lead Enablement Manager @ CB Insights)
|
Jul 13, 2022 |
|
Product Roadmap: Q3 2022
|
Jul 07, 2022 |
|
105 (Sell): Taking control of the buying process (Lauren Bishop, Sr. Commercial Account Executive @ Gong)
|
Jul 06, 2022 |
|
Hall of Fame: Sarah Brazier Ep. 17
|
Jul 04, 2022 |
|
104 (Sell): Asking the right questions to ensure a successful POC (Daisy Chung, Director of Sales, Orum)
|
Jun 29, 2022 |
|
103 (Sell): Getting ahead of negotiation by calling out give/gets early (Miles Kane, Director, Enterprise Sales @ Drift)
|
Jun 22, 2022 |
|
102 (Sell): Setting expectations with the next next next step (Jake Dunlap CEO @ Skaled Consulting)
|
Jun 15, 2022 |
|
101 (Sell): Handling objections with empathy and education (Joe Caprio, Operating Partner @ Glasswing Ventures)
|
Jun 08, 2022 |
|
Playbook: Top 10 moments that change the way we sell
|
Jun 01, 2022 |
|
100 (Sell): Challenging your customer to ensure the best mutual fit (Stephen Guerguy, Enterprise Sales Leader @ Monte Carlo)
|
May 25, 2022 |
|
99 (Sell): Becoming a consultant in your sales cycle (Tonito De Leon, Senior Manager of Business Development @ Reprise)
|
May 18, 2022 |
|
98 (Sell): Writing better emails with data-backed optimization (Will Allred, Co-Founder & COO @ Lavender)
|
May 11, 2022 |
|
97 (Sell): Handling the tough objections (Tom Alaimo, Growth Account Executive @ Gong)
|
May 04, 2022 |
|
96 (Sell): Finding success by adding structure to your prospecting Outreach (Anthony Natoli, Commercial AE @ Outreach)
|
Apr 27, 2022 |
|
95 (Sell): Prospecting at scale without compromising personalization (Alan Shen, Data Account Executive @ Pave)
|
Apr 20, 2022 |
|
Hall of Fame: Kyle Coleman Ep. 4 & 47
|
Apr 18, 2022 |
|
94 (Sell): Utilizing a JEP to drive multithreading and upsells (Anna Romeka, Enterprise Account Manager @ TripActions)
|
Apr 13, 2022 |
|
93 (Sell): Prospecting in unconventional ways (Jimmy Comodeca, SDR Manager @ Copilot.cx)
|
Apr 06, 2022 |
|
92 (Sell): Mutually establishing the buying process by being more direct (Tom Hemmingsen, Head of Mid-Market and Sales Dev @ Thrive)
|
Mar 30, 2022 |
|
91 (Sell): Joining the resistance to create openings (Josh Braun, Founder @ Josh Braun Sales Training)
|
Mar 23, 2022 |
|
Playbook: How to land a killer sales job
|
Mar 16, 2022 |
|
90 (Sell): Your questions answered on how to be a cold calling machine
|
Mar 09, 2022 |
|
89 (Sell): Selling to executives at the enterprise level (Ian Koniak, Founder of Ian Koniak Sales Training)
|
Mar 02, 2022 |
|
88 (Sell): Injecting your demos with discovery (Mor Assouline, Founder of FDTC)
|
Feb 23, 2022 |
|
87 (Sell): Staying ahead with MEDDICC (Andy Whyte, Founder MEDDICC™)
|
Feb 16, 2022 |
|
86 (Sell): Nailing the tone of your discovery (Marcus Chan, Venli Consulting)
|
Feb 09, 2022 |
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85 (Sell): Selling the partnership instead of the widget (Dan Cutler, Head of Sales)
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Feb 02, 2022 |
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Hall of Fame: Ryan Reisert Ep. 6
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Jan 31, 2022 |
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84 (Sell): Trading items of unequal value (David Priemer, Founder @ Cerebral Selling)
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Jan 26, 2022 |
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83 (Sell): Paying for success with prospecting (Jeb Blount, CEO @ Sales Gravy)
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Jan 19, 2022 |
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82 (Sell): Telling crispy customer stories and using unexpected honesty (Nick Casale, Director of Sales @ Sendoso)
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Jan 12, 2022 |
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81 (Sell): Mastering conversational discovery to drive your sales process (Michelle Pietsch, VP of Revenue @ Dooly)
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Jan 05, 2022 |
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Playbook: Running a Killer Demo
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Dec 29, 2021 |
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80 (Sell): How to keep your demos interactive to navigate directly into your winning zones (Cory Bray, Managing Director @ ClozeLoop)
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Dec 22, 2021 |
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The Xmas Special (click for gifts)
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Dec 21, 2021 |
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79 (Sell): Embracing competitors and asking the right questions at the right time (Ryan Staley, Founder & CEO @ Whale Boss)
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Dec 15, 2021 |
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78 (Sell): Death of the helpful seller: Use proven psychology to stop losing deals (Belal Batrawy, DeathtoFluff)
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Dec 08, 2021 |
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77 (Sell): Leading with data in your sales process and why traditional sales is broken (Anthony Innarino, President @ SOLUTIONS Staffing)
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Dec 01, 2021 |
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76 (Sell): Selling to executives, selling with them, and everything in between (Kris Rudeegraap, CEO @ Sendoso)
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Nov 24, 2021 |
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75 (Sell): Getting out of the script for more effective Gap Selling (Keenan, Author of Gap Selling)
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Nov 17, 2021 |
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74 (Sell): Mapping out your demo during the discovery call to drive the ‘aha’ moment (Will Lui, CRO @ Pairsoft)
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Nov 10, 2021 |
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73 (Sell): Working with your Sales Engineer to run effective discovery and demos (Zach Farber, AE @ Salesforce)
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Nov 03, 2021 |
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72 (Sell): Systematizing the way you use text messages in a deal cycle (Eric Buckley, President @ Skipio)
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Oct 27, 2021 |
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71 (Sell): Perfecting the Up-Front Contract...straight from the source (Joe Diliberto, President/Owner @ Sandler Training)
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Oct 20, 2021 |
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Playbook: Cold Emails
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Oct 13, 2021 |
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70 (Sell): Breaking down negotiation tactics against every type of buyer persona (Morgan Melo, Sales @ Pave)
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Oct 06, 2021 |
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69 (Sell): Adapting to the future of sales and prospecting into the millennial customer base (Collin Cadmus, Founder @ CollinCadmus.com)
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Sep 29, 2021 |
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68 (Sell): Maximizing your pipeline by going wide AND deep on your prospecting (Tonima Khan, Senior AE @ Slack)
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Sep 22, 2021 |
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67 (Sell): Becoming the CEO of your territory in your path to President’s Club (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)
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Sep 15, 2021 |
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66 (Sell): Getting to power with the right deals, at the right time (Ian Koniak, Founder of Ian Koniak Sales Training)
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Sep 08, 2021 |
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65 (Sell): Speed up your deal cycle with Second Voice and hitting the phones (Lydia Rahill, Director of Strategic Expansion @ CB Insights)
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Sep 01, 2021 |
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64 (Sell): Guiding your customers through the buying process by refining their problem set (Andy Paul, Host of Sales Enablement Podcast)
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Aug 25, 2021 |
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63 (Sell): Poking the Bear to create more conversations (Josh Braun, Founder @ Josh Braun Sales Training)
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Aug 18, 2021 |
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62 (Sell): Driving deal velocity with a Transformation Plan (Chris Von Huene, Sales Director @ Prodigal)
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Aug 11, 2021 |
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61 (Sell): Building a network of referrals and references to close more deals (Scott Ingram, Founder of Sales Success Media)
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Aug 04, 2021 |
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Playbook: Discovery Teardown
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Jul 28, 2021 |
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60 (Sell): Getting a promotion using quality discovery tactics (Sarah Brazier, AE @ Gong)
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Jul 21, 2021 |
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59 (Sell): Leveling with prospects so you actually book meetings (Parker Eide, SDR Manager @ Gong)
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Jul 14, 2021 |
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58 (Sell): The science of asking better questions and handling objections (David Priemer, Founder @ Cerebral Selling)
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Jul 07, 2021 |
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57 (Sell): Taking your video selling game to the next level (Josh Kirkham, Manager, Emerging Sales @ Vidyard)
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Jun 30, 2021 |
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56 (Sell): Triangulating the truth to forecast better and drive timelines (Devin Reed, Head of Content Strategy @ Gong)
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Jun 23, 2021 |
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55 (Sell): Unexpectedly delighting your buyers with mic drops & mints (Belal Batrawy, DeathtoFluff)
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Jun 16, 2021 |
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54 (Sell): Optimizing your prospecting by skipping the jargon and using effective research (Charlotte Johnson, SDR @ SalesLoft)
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Jun 09, 2021 |
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53 (Sell): Nailing your next AE/BDR job interview (Blake Hudson, Director of Sales Enablement @ re:work training)
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Jun 02, 2021 |
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52 (Sell): Directing your sales process like a movie (Mark Kosoglow, VP of Sales @ Outreach)
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May 26, 2021 |
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51 (Sell): Selling to a smaller book of business with highly personalized outreach (Vin Matano, AE @ Demandbase)
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May 19, 2021 |
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Playbook: Top 10 moments that change the way we sell
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May 12, 2021 |
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50 (Sell): Getting higher open and response rates with unique twists to your outreach (Florin Tatulea, SDR Manager @ Loopio)
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May 05, 2021 |
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49 (Sell): Leading better meetings by becoming a student of your prospects (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)
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Apr 28, 2021 |
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48 (Sell): Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)
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Apr 21, 2021 |
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47 (Sell): How to personalize your outbound email at scale (Kyle Coleman, VP Revenue @ Clari)
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Apr 14, 2021 |
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46 (Sell): Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights)
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Apr 07, 2021 |
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45 (Sell): Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)
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Mar 31, 2021 |
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44 (Sell): Booking 80% of your calls from Instagram DM’s (Tara Horstmeyer)
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Mar 24, 2021 |
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43 (Sell): Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)
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Mar 17, 2021 |
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42 (Sell): Removing the friction from your sales cycle (Todd Caponi, Sales Melon)
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Mar 10, 2021 |
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41 (Sell): Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum)
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Mar 03, 2021 |
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Playbook: How to run a sales process
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Feb 24, 2021 |
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40 (Sell): Pitfalls, best practices, and unique ways to successfully run a POC (Adam O’Chart, Top AE at Gong.io)
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Feb 17, 2021 |
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39 (Sell): Data proven ways to transform the way you engage with customers (Jeremey Donovan, SVP Sales Strategy @ SalesLoft)
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Feb 10, 2021 |
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38 (Sell): Utilizing the matrix of access vs growth accounts to optimize your prospecting strategies (Jeff Bajorek, Parabola Consulting)
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Feb 03, 2021 |
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37 (Sell): Leading with trust and curiosity to book more meetings over the phone (Chris Beall, CEO @ ConnectAndSell)
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Jan 27, 2021 |
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36 (Sell): Leveraging video to take your sales process to the next level (Tyler Lessard, Vidyard)
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Jan 20, 2021 |
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35 (Sell): Adapting to a new age of buyers by optimizing for experience vs close rate (Joe Caprio, Co-Founder @ Reprise)
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Jan 13, 2021 |
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34 (Sell): Using strategic frameworks from working with gatekeepers to composing voicemail and emails (Jason Bay, Blissful Prospecting)
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Jan 06, 2021 |
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33 (Sell): Lifting weights and booking 85% of your meetings through video (Kayla Cytron-Thaler, Domino Data Lab x Barbells & Biz Dev)
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Dec 30, 2020 |
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32 (Sell): Giving customers deposits and pushing away to build goodwill (Phil Gerbyshak, Digital Selling Strategies)
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Dec 23, 2020 |
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31 (Sell): Hooking relevance with personalization in competitive prospecting (Becc Holland, CEO & Founder @ Flip the Script)
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Dec 16, 2020 |
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Playbook: Mastering negotiation
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Dec 09, 2020 |
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30 (Sell): Demo deep dives and using your whole team to take down rooms of 6+ prospects (Amyra Rand, VP Sales at Criteria Corp)
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Dec 02, 2020 |
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29 (Sell): Calling out your profile lurkers, sending blank connections in a Linkedin and sales tool clinic (Morgan Ingram, JBarrows Consulting)
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Nov 25, 2020 |
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28 (Sell): Getting above the power line and using executives at every part of the sale (Amit Bendov, CEO of Gong)
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Nov 18, 2020 |
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27 (Sell): Playing guitar poorly (in the episode) and using GIFs in hyper-personalization (Jeremy Leveille, Top AE at LeadIQ)
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Nov 11, 2020 |
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26 (Sell): Stop the connect and pitch, get your customers talking (James “Saywhatsales” Buckley, JBarrows Consulting)
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Nov 04, 2020 |
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25 (Sell): Using the humbling disclaimer to ask your hardest discovery questions (Charles Muhlbauer, Training @ CB Insights)
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Oct 28, 2020 |
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24 (Sell): Let your customers out of the deal and get to the truth without your smelly commission breath (Josh Braun, Founder at Josh Braun Sales Training)
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Oct 21, 2020 |
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23 (Sell): Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory)
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Oct 14, 2020 |
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22 (Sell): Being disarmingly blunt and disqualifying early (Alex Bruschi, Director of Acquisitions at Towerpoint)
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Oct 07, 2020 |
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21 (Sell): Double dialing, picking up the phone when you get an objection, and sending free coffee (Ashley Kelly, Sr Director of SDR at Brex)
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Sep 30, 2020 |
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Playbook: How to be a machine
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Sep 23, 2020 |
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20 (Sell): Selling pizzas and tearing down sequences with the blue-haired legend (Sam Nelson, SDR Leader at Outreach.io)
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Sep 16, 2020 |
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19 (Sell): Using 3 star Amazon reviews to figure out your prospect’s most granular problems (Marcus Chan, Venli Consulting)
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Sep 09, 2020 |
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18 (Sell): Mirroring your objections, giving prospects perceived control, and controlling the room (Adam O’Chart, Top AE at Gong.io)
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Sep 02, 2020 |
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17 (Sell): Prospecting with some personality and permission-based selling (Sarah Brazier, SDR turned AE at Gong.io)
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Aug 26, 2020 |
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16 (Sell): The PLA cold call opener, 5/20/5 discovery call, and 10/30/10 Linkedin Video (Morgan Ingram, JB Sales Training)
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Aug 19, 2020 |
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15 (Sell): Prospecting like a human instead of “I hope you are safe in these uncertain times” (Jason Bay, Blissful Prospecting)
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Aug 12, 2020 |
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14 (Sell): Stop thanking prospects for their time and start discovering their business priorities as a peer (Jake Dunlap, Skaled CEO)
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Aug 05, 2020 |
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13 (Sell): Relentless prospecting and dial tactics as the #1 all-time SDR (Ken Amar, SDR Manager @ Outreach.io)
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Jul 29, 2020 |
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12 (Sell): Leveraging tactical selling to score your next sales job (Trish Bertuzzi, CEO of The Bridge Group)
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Jul 22, 2020 |
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11 (Sell): Running a top 1% podcast while holding a $3M quota (Scott Ingram, Host of Sales Success Stories)
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Jul 15, 2020 |
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Playbook: Nick and Armand teach you how to cold call
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Jul 08, 2020 |
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10 (Sell): Managing every part of the deal process from first calendar invite to close (John Barrows, Host of Make it Happen Mondays)
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Jul 01, 2020 |
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9 (Sell): Death to fluff on your cold calls and pricing tactics (Belal Batrawy #DeathtoFluff)
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Jun 24, 2020 |
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8 (Sell): Getting prospects to agree to their problem with killer discovery (Kevin “KD” Dorsey, VP Sales @ PatientPop)
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Jun 17, 2020 |
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7 (Sell): Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling)
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Jun 10, 2020 |
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6 (Sell): A cold calling clinic from 5000 dials a month (Ryan Reisert, Reisert Consulting)
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Jun 03, 2020 |
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5 (Sell): Break up with the prospect before they break up with you (Richard Harris, Harris Consulting)
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May 27, 2020 |
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4 (Sell): Everything you need to crush cold emails (Kyle Coleman, VP Revenue @ Clari)
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May 20, 2020 |
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3 (Sell): Ripping apart the phones and video (James Bawden, Host of the Lunch Break Podcast, Director @ OutboundView)
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May 12, 2020 |
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2 (Sell): Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast)
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May 12, 2020 |
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1 (Sell): Discovery without the nonsense chit-chat (Joe Caprio, Cofounder @ Reprise, former VP Sales @ Chorus)
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May 12, 2020 |
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0 (Sell): Five minutes to figure out if this show is worth your time
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Apr 30, 2020 |