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, includ ...
…
continue reading
John Barrows is a leading B2B sales trainer and founder of JBarrows Consulting. His clients include Salesforce, LinkedIn, and Okta. Each Week he gives you actionable sales tips to close more business and brings on industry leaders.
…
continue reading
Best-selling author Jeffrey Gitomer discusses the art and science of selling with the top leaders in sales, business, marketing and personal development.
…
continue reading
1
254 (Sell) How to Build Stronger Business Cases and Demos That Actually Connect with Buyers (Gal Aga, Aligned)
39:50
39:50
Spill senere
Spill senere
Lister
Lik
Likt
39:50
FOUR ACTIONABLE TAKEAWAYS: Know Your Solution – Understand the problems you solve, their root causes, and the demo paths before your discovery call. Model Multiple Scenarios – Present "worst," "average," and "best" cases to appear more impartial and handle objections better. Link Problems to Causes – Connect the buyer’s problem to its root cause an…
…
continue reading
1
Will Barron: Mastering Sales Fundamentals and Managing Fear
1:01:31
1:01:31
Spill senere
Spill senere
Lister
Lik
Likt
1:01:31
In this episode John Barrows welcomes Will Barron, renowned for his successful podcast "salesman.com," boasting over 700,000 downloads monthly. A disruptor in traditional sales training, Will discusses the importance of sales fundamentals over automation, ethical sales tactics, and the necessity of focusing on the buyer's journey. You will gain val…
…
continue reading
FOUR ACTIONABLE TAKEAWAYS Find your prospect's birthday and then add them to your calendar to send thoughtful notes If a competitor is faltering run a list report of all their customers and prospect them If doing in-person office visits bring a gift to break the ice and leave a memorable impressions If you missed something on a meeting, don't wait …
…
continue reading
Nick and Armand give an overview of all the content in their Amazon best selling book "Cold Calling Sucks (And That's Why It Works)" Order the bookAv Armand Farrokh & Nick Cegelski
…
continue reading
1
253 (Lead) The Ultimate Guide to Effective Sales Call Reviews (Armand Farrokh)
39:47
39:47
Spill senere
Spill senere
Lister
Lik
Likt
39:47
TOP ACTIONABLE SALES TAKEAWAYS: Layer your discovery tree: After a prospect speaks, pull up your discovery tree and ask, "Where are we now?" Identify if they mentioned a situation, problem, or impact, and discuss where to guide them next, actively engaging your team. Keep it punchy and efficient: Drive the screen share, skip small talk, and use the…
…
continue reading
1
Making Selling Simple with Will Barron
36:28
36:28
Spill senere
Spill senere
Lister
Lik
Likt
36:28
Will Barron is the founder of Salesman.com and is on a mission to 'Make Selling Simple'. His recent book, Selling Made Simple, is the result of 9 years of research, 1,000+ podcast interviews, 20,000+ sellers completing the SalesCode assessment and 2,300+ students having massive success inside Salesman.com Academy. Download the Selling Made Simple b…
…
continue reading
1
252 (Sell) Own the Sales Cycle: How to Take Command from Call One (John Barrows)
39:00
39:00
Spill senere
Spill senere
Lister
Lik
Likt
39:00
Av Armand Farrokh & Nick Cegelski
…
continue reading
1
Dan Balcauski: Pricing Psychology and Sales Strategies
1:02:15
1:02:15
Spill senere
Spill senere
Lister
Lik
Likt
1:02:15
Dan Balcauski is the founder and Chief Pricing Officer at Product Tranquility and expert in pricing and packaging for high-volume B2B SaaS companies. In this episode, we explore a variety of pricing strategies, uncover industry-specific practices, and discuss the growing influence of AI in pricing. Dan also shares valuable tips for sales reps and e…
…
continue reading
FOUR ACTIONABLE SALES TAKEAWAYS Recognize your SE and team members who help you on deals & onsites Call each attendee after a meeting to thank them for their time and ask them for their feedback When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" a…
…
continue reading
1
251 (Lead) Find Top 1% Sellers with Proven Outbound Recruiting Tactics (Armand Farrokh, 30MPC)
43:57
43:57
Spill senere
Spill senere
Lister
Lik
Likt
43:57
TOP ACTIONABLE SALES TAKEAWAYS: Connect with your team: Be connected with everyone at your company to easily back-channel info about candidates through mutual connections. Three-step candidate drip: Use a three-message drip when outbounding candidates—intro, bubble-up, and ask for referrals if they aren’t interested. Mini-pitch framework: Pitch by …
…
continue reading
1
250 (Sell) Tactical Steps to Speed Up Your Sales Cycle (Brian Lochner, Terminus)
39:40
39:40
Spill senere
Spill senere
Lister
Lik
Likt
39:40
Get our free Account Research toolkit FOUR ACTIONABLE TAKEAWAYS Mixtape Demo: Instead of sending a full 60-minute demo recording, send short, highlight snippets that prospects can easily share and digest. Clarify Vague Terms: When prospects use broad terms like "ABM," ask them to define what it means in their context to get more specific insights. …
…
continue reading
1
Melanie Fellay: Critical Thinking Skills in an AI-Driven Sales World
1:08:48
1:08:48
Spill senere
Spill senere
Lister
Lik
Likt
1:08:48
Melanie Fellay, a trailblazing entrepreneur, has been at the forefront of transforming sales enablement through AI-driven solutions. She is is a Forbes 30 Under 30 recipient, Top 100 Female Entrepreneur to Watch and the CEO and co-founder of Spekit where she is on a mission to revolutionize workplace learning. John and Melanie unpack tons of value …
…
continue reading
1
Product Roadmap: Q4 2024 (Course, Community, Content)
13:55
13:55
Spill senere
Spill senere
Lister
Lik
Likt
13:55
Here's and update on our reflections from Q3 and what we have planned for October-December 2024 on 30 Minutes To Presidents Club. Sales Course & Community ➥ Get on the waitlist: https://30mpc.com/course ➥ Subscribe so you don't miss updates: https://tactics.30mpc.com/newsy ❏ More 30MPC ❏ ➥ Follow Armand on Twitter: https://twitter.com/armandfarrokh…
…
continue reading
Mark walks Armand through his step by step B2B sales process MARK'S PATH TO PRESIDENT’S CLUB Chief Revenue Officer @ Catalyst Software Sr. Vice President of Global Sales @ Outreach Regional Sales Director @ School Specialty Planning & Student Development Sr. Account Management @ Great American Opportunities RESOURCES DISCUSSED The Sales Process Doc…
…
continue reading
1
249 (Sell) How to Eliminate the 'No Decision' Risk and Close More Deals (Brian LaManna, Gong)
39:57
39:57
Spill senere
Spill senere
Lister
Lik
Likt
39:57
FOUR ACTIONABLE TAKEAWAYS Multi Single-Threading: After a big team meeting, send individual follow-up messages to key stakeholders. This helps build relationships without asking for anything, creating future points of contact. Daily Pipeline Review: Every day, look at your deals and think of specific actions to increase your chances of winning, mai…
…
continue reading
1
Everett Berry: Will AI-SDR Replace the SDR/BDR?
55:49
55:49
Spill senere
Spill senere
Lister
Lik
Likt
55:49
Everett Berry, Head of GTM Engineering at Clay.com, joins John Barrows to discuss AI's role in modern sales, the importance of curiosity and continuous learning, and the evolving landscape of sales development roles. With a background as a software engineer and former Head of Growth, Everett shares insights into balancing technology and sales, leve…
…
continue reading
FOUR ACTIONABLE TAKEAWAYS If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle Someone liking your offering does not make …
…
continue reading
1
How to Ask For The Meeting and Make Sure They Show Up (Tenbound Podcast)
8:58
8:58
Spill senere
Spill senere
Lister
Lik
Likt
8:58
This is an except from the Tenbound podcast with David Dulany Check out the GTM podcast here: https://tenbound.com/podcasts/ Join our weekly newsletter Things you can stealAv Armand Farrokh & Nick Cegelski
…
continue reading
1
248 (Lead) Having Immediate Impact When Taking Over a Sales Team (Chris Nethercote, Common Room)
36:26
36:26
Spill senere
Spill senere
Lister
Lik
Likt
36:26
ACTIONABLE TAKEAWAYS Empower your reps with a clear discount menu, outlining what’s approved for negotiations. Include things like signing during the trial, committing to case studies, or G2 reviews to speed up late-stage deals. Before taking over a team or segment, review call recordings and data like sales cycle length and ACV to identify where y…
…
continue reading
1
247 (Sell) Ask Tough Sales Questions Without Making it Awkward (Charles Muhlbauer, AlphaSense)
40:04
40:04
Spill senere
Spill senere
Lister
Lik
Likt
40:04
ACTIONABLE TAKEAWAYS Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact Find out if the problem is known and cared about across the company or just by one person Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to shar…
…
continue reading
1
Rupal Patel: From CIA to CEO - Leadership and Self-Discovery
53:11
53:11
Spill senere
Spill senere
Lister
Lik
Likt
53:11
Rupal Patel is an ex-CIA officer, two-time CEO, international speaker, best-selling author, crisis leadership expert, executive advisor, investor, philanthropist, and one of the most influential women of 2023. Rupal shares her journey from CIA to CEO, emphasizing self-awareness, authentic leadership, and the significance of values in actions. She d…
…
continue reading
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When you are trying to clone that first rep, make sure that you don’t confuse personality with skill set. Your customers have the answers. Talk to your customers. Do not do the things that you're horrible at. Hire for the things that are not your strengths. Invest your time in enablement. You and your reps shoul…
…
continue reading
1
The Future of Outbound Sales (Topline Podcast)
15:14
15:14
Spill senere
Spill senere
Lister
Lik
Likt
15:14
This is an except from the Topline podcast with Sam, AJ, and Asad Check out their GTM podcast here: https://www.joinpavilion.com/blog/tag/topline-podcast Join our weekly newsletter Things you can stealAv Armand Farrokh & Nick Cegelski
…
continue reading
1
246 (Lead) Challenging Your Reps on Their Deal Risks (Chris Surdi, Ascend)
36:56
36:56
Spill senere
Spill senere
Lister
Lik
Likt
36:56
FOUR ACTIONABLE TAKEAWAYS Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue. When discussing reasons for making a change, focus on three questions: Why do anything? Why with us? Why now? The "why now" should have a spec…
…
continue reading
1
245 (Sell) How to Outplay Competitors and Win High-Stakes Rip & Replace Deals (Jason Bay, Outbound Squad)
40:28
40:28
Spill senere
Spill senere
Lister
Lik
Likt
40:28
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it. Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors. When prospects compare you to competito…
…
continue reading
1
Elyse Archer: Aligning Identity and Financial Goals for Quantum Sales Growth
1:00:39
1:00:39
Spill senere
Spill senere
Lister
Lik
Likt
1:00:39
John Barrows is joined by Elyse Archer, founder of Superhuman Selling and She Sells movements. Elyse, a 3X Salesforce Top Sales Influencer and thought leader featured in Forbes and Inc, shares her journey on developing self-worth, confidence in sales and how to embody the most successful version of yourself. The conversation dives deep into the imp…
…
continue reading
FOUR ACTIONABLE TAKEAWAYS Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally. Prep for your sales calls by understanding lookalike conversations your team has had in the past. Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just …
…
continue reading
1
244 (Lead) How to Navigate Firing, Hiring, and PIPs as a Leader (Ken Amar, Agoge Prospecting School)
38:26
38:26
Spill senere
Spill senere
Lister
Lik
Likt
38:26
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding Design compensation plans that allow top performers to earn substantial rewards. To gain approval from finance, include decelerators where reps who don't reach 70% of quota earn no commission. When turning ar…
…
continue reading
1
A Better and Smarter Way to Develop Business with Tom Martin
23:47
23:47
Spill senere
Spill senere
Lister
Lik
Likt
23:47
Tom is a no-nonsense, straight-talking 30-year veteran of the sales & and marketing business and author of The Invisible Sale, who favors stiff drinks, good debates, and helping companies strategically grow by showing them how to create and turn conversations into customers. As an internationally recognized keynote speaker, founder of Converse Digi…
…
continue reading
1
243 (Sell) Mastering Multichannel Sales: How to Combine Cold Calls with Other Outreach (Sara Uy, Pareto)
35:52
35:52
Spill senere
Spill senere
Lister
Lik
Likt
35:52
FOUR ACTIONABLE TAKEAWAYS If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes. When you feel the conversation winding down, go straight to asking for the meeting to increase your chances of booking it. After sending a LinkedIn video, start by ask…
…
continue reading
1
Jeremy Hurewitz: How to Sell Like a Spy
52:49
52:49
Spill senere
Spill senere
Lister
Lik
Likt
52:49
In this episode, John Barrows sits down with Jeremy Hurewitz, an espionage expert, corporate intelligence agent, and author of “Sell Like a Spy.” Jeremy reveals the secret world of spycraft, offering insights on how techniques used by former CIA, FBI, and special forces operatives can revolutionize the way we build relationships and sell. You will …
…
continue reading
FOUR ACTIONABLE TAKEAWAYS If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize. If you are giving reasons to a prospect for why something they asked for is not the best idea, make those reasons about them and in their best interest. Don't chase tennis balls. Create equal footing b…
…
continue reading
1
242 (Lead) 5 Steps to Become the Sales Leader That Inspires Your Team (David Priemer, Cerebral Selling)
39:50
39:50
Spill senere
Spill senere
Lister
Lik
Likt
39:50
FOUR ACTIONABLE TAKEAWAYS Delegate regular tasks, such as skill-building sessions in team meetings, to your reps to encourage leadership development and lighten your workload. When introducing new narratives or initiatives, provide a clear example of what good execution looks like, so your team knows what to aim for. Be transparent with your team a…
…
continue reading
1
Sell Playbook: The Definitive Objection Handling Guide (Jason Bay, Outbound Squad)
51:41
51:41
Spill senere
Spill senere
Lister
Lik
Likt
51:41
Jason Bay, Nick, and Armand walk through how to handle almost all the objections you can encounter on a cold call RESOURCES DISCUSSED Join our weekly newsletter Things you can steal The Book on Cold Calling Outbound SquadAv Armand Farrokh & Nick Cegelski
…
continue reading
1
Armand Farrokh and Nick Cegelski: Cold Calling Sucks (and That’s Why It Works)
1:04:16
1:04:16
Spill senere
Spill senere
Lister
Lik
Likt
1:04:16
John Barrows is joined by sales juggernauts Nick Cegelski and Armand Farrokh, founders of “30 Minutes to President’s Club,” and authors of the game-changing book, “Cold Calling Sucks (And That’s Why It Works).” Together, they unpack insights derived from over 300 million analyzed cold calls, revealing hard-hitting strategies that separate top perfo…
…
continue reading
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer. What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call. Have reps come in with a h…
…
continue reading
1
Sell Playbook: The 5 Most Common Cold Call Objections
11:22
11:22
Spill senere
Spill senere
Lister
Lik
Likt
11:22
Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through the five most common cold calling objections and run through ways you can overcome them. Join our weekly newsletter Things you can stealAv Armand Farrokh & Nick Cegelski
…
continue reading
1
241 (Lead) Proven Methods for Coaching AEs to Master Discovery and Close More Deals (Sean Gentry, WebFlow) (Sean Gentry, WebFlow)
36:38
36:38
Spill senere
Spill senere
Lister
Lik
Likt
36:38
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ensure every deal in your CRM includes the date, specific next step, and goal to make pipeline reviews more outcome-focused. Use one-on-one meetings with reps for targeted role plays to better prepare for upcoming meetings, rather than generic team-wide role plays. Assess early-stage deals by confirming if there…
…
continue reading
1
Live Book Summary: Cold Calling Sucks (And That’s Why It Works)
58:37
58:37
Spill senere
Spill senere
Lister
Lik
Likt
58:37
Hey folks, today's the day. The book is officially live and the digital version is only $1 until Friday. You can get the book here :) - From your two favorite 30MPC sales goons, Armand and Nick Join our weekly newsletter Things you can stealAv Armand Farrokh & Nick Cegelski
…
continue reading
1
Cold Calling Sucks and That's Why it Works with Armand Farrokh and Nick Cegelski
39:04
39:04
Spill senere
Spill senere
Lister
Lik
Likt
39:04
Armand Farrokh and Nick Cegelski are the Founders of 30 Minutes to President’s Club. By background, Armand was a VP of Sales who led Pave from $0 to $13M+ ARR in two years and Nick was a multiple-time #1 enterprise seller selling six and seven-figure deals. For more info: Newsletter Company LinkedIn Armand's LinkedIn Nick's LinkedIn Website: 30mpc.…
…
continue reading
1
240 (Sell) Master Parallel Selling Strategies to Speed Up Every Deal (Samantha McKenna, #samsales Consulting)
38:54
38:54
Spill senere
Spill senere
Lister
Lik
Likt
38:54
ACTIONABLE TAKEAWAYS: Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction Schedule multiple next steps simultaneously if they're not dependent on each other to accelerate the deal. Determine whether the prospect will present, ask, or inform the board about the purchase, and prepare accordingly. Ask …
…
continue reading
1
J. Ryan Williams: Insights on Honest Conversations and Effective Leadership
1:20:32
1:20:32
Spill senere
Spill senere
Lister
Lik
Likt
1:20:32
J. Ryan Williams, CEO of ANTEATER Media, helps founders build revenue pipeline through short-form video content. J. Ryan brings a wealth of experience, having built a $58M sales team at AdRoll, coached over 400 Startup CEOs, and seen the 0-$100M journey with three SaaS companies. John and J. Ryan discuss the importance of setting clear expectations…
…
continue reading
FOUR ACTIONABLE TAKEAWAYS Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation. Not interested: Is it because you’re not interested in influencer software or is it something I said? Who is this: Run right back into the permission-based opener again. I hate cold calls: Try to set up a non-…
…
continue reading
1
Sell Playbook: Value Propositions on Cold Calls
12:09
12:09
Spill senere
Spill senere
Lister
Lik
Likt
12:09
Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold calls Join our weekly newsletter Things you can stealAv Armand Farrokh & Nick Cegelski
…
continue reading
1
239 (Lead) How to Avoid Hiring the Wrong Sales Reps and Build a Winning Team (John Sherer, Growth Assistant)
35:08
35:08
Spill senere
Spill senere
Lister
Lik
Likt
35:08
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ask why the candidate is leaving their current job and why they want to join yours. This assesses their storytelling ability, crucial for sales. Once you want to hire someone, sell them on your company but also highlight potential downsides. This builds trust and sets realistic expectations. If unsure about a hi…
…
continue reading
1
The AI Human Paradox with Bruce Randall
21:28
21:28
Spill senere
Spill senere
Lister
Lik
Likt
21:28
Bruce Randall is a dynamic thought leader at the forefront of AI, technology, and business innovation, with over 25 years of experience as a fractional C-level executive and consultant. With a rich background in guiding businesses through the integration of AI, Bruce brings a unique perspective on its transformative potential and implications for t…
…
continue reading