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

⁠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

Chad Prezlomski reveals how elite sellers separate themselves from the pack by delivering a world-class buyer experience.

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

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

Shaun Crimmins reveals how elite sales leaders simplify the math, build winning rhythms, and coach reps with data-driven precision.

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. 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

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This Is Why Everyone Else Is Getting Promoted Faster Wondering why you're stuck while your peers keep getting promoted? It's not about tenure or luck—it's about strategy. In this video, we break down the hard truth behind why others are getting promoted faster than you. Based on the career journey of a former VP of Sales who jumped multiple levels by age 29, you'll get a clear 4-step framework that helps you outperform, gain leverage, and control your own promotion path. If you're tired of waiting your turn, or feel like your hard work isn't being recognized, this is your wake-up call. Learn how to become undeniable, run your own promotion “sales cycle,” and make it impossible for leadership to overlook you. Perfect for SDRs, AEs, and any high-performer in a competitive sales org. RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQmg0 Things you can steal - https://linktr.ee/30mpc Save $50 on any 30MPC course - https://www.30mpc.com/courses with code “PODCAST” Free Sales Templates, Scripts and Guides - https://www.30mpc.com/toolkit

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Software Demo Secrets That Instantly Close Deals – Struggling to move deals forward after group demos? In this video, sales expert Nick Cegelski reveals a proven software demo process that keeps prospects engaged and drives real buying conversations. Discover what elite sellers do before and after a demo to build trust, personalize the experience, and win over every key stakeholder. You'll learn why cold demos fail, how to warm up the room with pre-calls, and how post-demo follow-up can unlock true multithreading. Whether you're in SaaS sales, B2B tech, or enterprise deals, these software demo tips will help you close faster and more consistently. Perfect for AEs, SDRs, and anyone leading complex sales cycles. Stop winging your demos. Start winning them.

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Learn how to expose weaknesses in your competitor's solution, position your product as the smarter choice, and win more meetings on cold calls.

Stevie Case breaks down how she's building one of the most advanced outbound sales machines in SaaS—balancing AI-driven efficiency with human-first selling to achieve conversion rates that beat inbound.

Time kills all deals—but it doesn't have to. In this episode, you'll learn 7 tactical plays you can use right now to compress your sales cycle, keep momentum high, and close deals faster without being pushy.

Nick Cegelski and Armand Farrokh tackle the biggest sales career questions—from landing your first SDR role to earning promotions, breaking into SaaS, and accelerating your path to President's Club.

Stop losing calls at “not interested.” In this video, you'll learn a simple, agree-first pattern break that lowers resistance, keeps prospects talking, and earns permission to continue—without sounding pushy. We'll also show you how to tune the delivery so it lands across regions and seniority levels, plus a quick practice plan so this flows on live calls. What you'll learn: The agree-first pattern break that flips “no” into “go on” Two follow-up nudges that lower defenses (playful and serious variants) How to tune your delivery for different regions/roles (e.g., Germany vs. US; execs vs. ICs) Why people reject salespeople but respond to humans—and how to signal that fast A quick practice routine to make this feel natural on live calls Watch our full interview with The Weirdest Sales Trainer: https://youtu.be/FDjZ6JHWzoE RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “YOUTUBE” Free Sales Templates, Scripts and Guides

Learn 3 proven cold call tactics to get past any gatekeeper and reach decision-makers without lying, pitching, or wasting time. These step-by-step strategies will help you control the conversation, boost your connect rate, and book more meetings.

Leadership in sales isn't just about hitting quota — it's about building standards, setting culture, and developing people. In this episode, the hosts share 8 hard-earned sales leadership lessons that shaped how they hire, coach, and manage winning sales teams.

Armand covers the 3 steps to handling any objection using the Mr. Miyagi Method. Here's the magic framework: Agree with the objection to remove the pressure of the sale. Incentivize conversation to get them sharing more about the objection. Sell the test drive. What will they get out of meeting with you (or in this case, allowing the name drop) even if they don't buy? RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “YOUTUBE” Free Sales Templates, Scripts and Guides

Too many sellers give discounts before securing commitments, leaving deals vulnerable and dragging negotiations on for weeks. In this episode of 30 Minutes to President's Club, we show you how to execute negotiations in three simple steps: confirm you're the vendor of choice, lock down your customer's timeline, and only then and only then, execute the give-get.

Sales pros spend too much time on admin instead of selling. In this episode, Yoni Tserruya, CEO of Lusha, reveals six high-impact ways to automate your sales process so you can spend more time building trust with customers and less time stuck in busywork.

70% of replies happen after email #1. Here's a simple, repeatable multi-channel sequence (email + phone + social) that drives double-digit contact rates without spamming. Jason Bay's KISS (Keep It Simple Sequencing) framework covers 6 calls, 6 emails, and 3 social touches over 3 weeks. Grab the templates and full structure behind a great sequence along with the best ways to follow up after your first email: https://www.30mpc.com/blog/jason-bays-outbound-sequence-template 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

Learn the simple but powerful voicemail script that directs prospects straight to your email — boosting reply rates without chasing callbacks. This counterintuitive tactic adds a guaranteed touchpoint to your outreach sequence.

Sales leadership expert Marcus Chan reveals the exact systems and rhythms that turn average reps into Presidents Club winners. From personal success blueprints to “Real Play Fridays,” you'll learn how to build trust, reduce turnover, and create a culture of consistent high performance.

Discover the exact time-blocking strategy top sales reps use to crush quota, maximize prospecting hours, and keep pipeline full, without burning out. This episode walks you through proven calendar management principles, the green/yellow/red hours system, and the four-step framework that guarantees consistent prospecting and closing success.

Steal the minimum viable cold call script that top reps use: a tailored-permission opener that earns 30 seconds, a problem proposition (not a product pitch), and the Mr. Miyagi objection method that keeps defenses low and advances the call. You'll learn to sell the test drive (the meeting), and leave every call calls with next steps on the books. You'll learn The 3-part cold calling framework: Opener → Pitch → Objections The Tailored Permission Opener to earn yourself an extra 30 seconds on the phone The Problem Proposition: how to lead with their biggest problem to get your prospect leaning in Mr. Miyagi Method to handle any objection RESOURCES DISCUSSED: 52 Minutes of Proven Cold Calling Tips - https://www.youtube.com/watch?v=gtKZ7fP1HZM Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube Save $50 on any 30MPC course with code “YOUTUBE” - https://www.30mpc.com/courses

If you're constantly getting lowballed or ghosted at the end of the month, you're not alone. In this video, we break down real B2B sales negotiation tactics that helped close a full-price deal—despite a relentless buyer pushing for discounts across five separate calls. Learn: How to handle discount shoppers who negotiate for sport When (and how) to offer a discount without losing leverage The “exploding deadline” strategy that savvy reps use to keep deals moving The “jar” analogy for squeezing the most value in a negotiation WATCH THE FULL EPISODE: https://youtu.be/2G6SFXxE7Ig?si=xRT5oCQbjYfS7lEl RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube Save $50 on any 30MPC course with code “YOUTUBE” - https://www.30mpc.com/courses

Hey folks, we're shaking things up in here :) Tuesdays will now alternate between sales rep interviews and sales leadership interviews. Thursdays is where it gets fun. We're dropping tactical, YouTube-style breakdowns →cold calls, deal reviews, whiteboard sessions, the works. That means: 1. More tactics per minute 2. Step-by-step breakdowns 3. New creative formats we've never done before

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Cold email used to be a reliable way to fill your pipeline. But today? You send 1,000 emails and get 2 replies—if you're lucky. So does cold email still work? The harsh truth is that top reps are still booking 8x more meeting with cold email. And this course shows you how.

4 Steps To Run A Pipeline Review (That Doesn't Suck) Connect With Maryana on LinkedIn Maryana Kessel shares a masterclass on how elite sales leaders drive revenue by staying deal-close, asking hard questions, and building trust across every stage of the enterprise sales cycle.

Let's be honest, sales is hard and leadership makes or breaks the culture on your team. Maryana Kessel (VP of Sales @ Latent) shares how she leads with transparency, energy, and impact—without turning into a “super rep” who takes over deals. You'll learn: How to turn tough moments into team-wide teaching opportunities The right way to stay close to deals without disempowering your reps Why maintaining “good vibes” is a leadership skill (especially when things get hard) Want your team to book more, close more, and feel more supported? This is your blueprint. RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube Save $50 on any 30MPC course with code “YOUTUBE” - https://www.30mpc.com/courses

Cold Email Course Waitlist Grab the Cold Email Template Pack Cold email isn't dead—but your current strategy might be. In this episode, Nick and Jason trade brutal truths from the front lines of outbound to help you write emails that actually get replies.

Reply rates drop by 44% if you ask for this in cold emails…You want your buyers time, but its the worst thing to ask for if you want to get the meeting… The key to getting replies and winning deals—even from buyers who aren't actively looking—is to make the conversation worth their time regardless of whether they buy by offering value instead of asking or time. When you lead with insight or ideas tailored to their priorities, you earn trust and avoid being seen as just another vendor. These 3 offers actually convert: Pitch The Blind Date 1:Many Offer 1:1 Offers. Cold emails that give, get replies. RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube Save $50 on any 30MPC course with code “YOUTUBE” - https://www.30mpc.com/courses

Forget endless product certifications. Kyle Asay shows you how to get reps talking to buyers (and generating pipeline) in two weeks — so you can crush quota with a team that stands on its own.

Most orgs spend weeks training reps on the product… but months later, you're still stuck with an empty pipeline. What if the key to ramping AEs faster was skipping product training (at first)? Kyle Asay (VP Global Growth Sales @ LaunchDarkly) shares how his team cut time to first deal by 49% by rethinking onboarding. Instead of starting with feature dumps, they focused on: ✅ Account prioritization ✅ Customer problems & personas ✅ Story-based selling If you lead a team or are ramping yourself, don't miss this one. 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

Steal Sean's Secret to Using AI For Your Cold Emails Sean O'Brien breaks down how to leverage AI to rapidly research prospects and write personalized cold emails that cut your outreach time drastically, so you can send smarter, more effective messages that get real replies.