30 Minutes to President's Club | No-Nonsense Sales
The #1 sales podcast in the world, offering hyper-actionable sales tactics from top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, and Northwestern Mutual. It cuts through fluffy mindset stories and sales academia to provide step-by-step breakdowns in prospecting, discovery, process, and leadership. Each episode is a supercharged 30 minutes hosted by Nick Cegelski, Armand Farrokh, and Mark Kosoglow.
Episodes
#587 - Why Most Sales Teams Approach RFPs Wrong (Stop Wasting Time!) | Konnor Martin
Stop surrendering your team's time and resources to blind RFPs that are already rigged for your competitors.
In this episode, Konnor Martin breaks down his exact playbook, including:
🎯 Hijacking the clarification period to ask deep discovery questions instead of just defining basic requirements.
🛡️ Supplementing boring text spreadsheets with videos and hyperlinks to sell your differentiated v
#586 - Sales Masterclass: 40 Minutes to Go From Cold Call To Close
Tired of prospects hanging up on your cold calls or ghosting after discovery?
In this episode, Nick breaks down their exact playbook, including:
☎️ The "Mr. Miyagi" method to flip objections by agreeing and selling the test drive.
🌳 How to use a Discovery Tree to map operational annoyances to executive-level impact.
🎯 Moving away from meeting-based sales stages to verifiable buyer exit cri
#585 - Conquering the end-of-deal chaos | 30MPC Hall of Fame
🛒 Todd’s Negotiation Course: https://hubs.li/Q04k0BGj0
📢 Declare your levers early. There are four levers in a negotiation: Volume, timing of cash, length of commitment, and timing of the deal.
🤝 Trade discounts for predictability. Explain upfront that there is tremendous value in your ability to predict, and you are willing to pay for that predictability in the form of a discount.
⚖️ Paint
#584 - Negotiation Masterclass: 32 Minutes of Proven Negotiation Tactics (B2B Sales)
Stop surrendering your commission to buyers demanding unearned discounts at the goal line.
In this episode, Todd Caponi breaks down his exact playbook, including:
🎯 Scrambling the buyer's leverage when they demand a massive 40% discount
🛡️ Defending your payment terms and commitments without eroding trust
⚔️ Blocking the dreaded end-of-quarter deal slip to close on your terms
You're one s
#583 - The 7 Deadly Sales Negotiation Sins | 30MPC Hall of Fame
🛒 Todd’s Negotiation Course: https://hubs.li/Q04k0BGj0
THE 7 DEADLY NEGOTIATION SINS:
⏳ Hiding the price. Delaying the price discussion kills trust. Set clear expectations early
🏎️ Discounts speed things up. They actually stall deals by signaling hidden flexibility.
🎁 Giving away freebies. Every unearned concession screams your price is fake. Always get something in return.
🗣️ Buying case
#582 - The Secret To Make Prospects Negotiate Against Themselves
We've all watched massive deals shrink when buyers chip away at your pricing. Todd Caponi live role plays negotiation tactics with Armand Farrokh to give no more than a 15% discount.
In this episode, Todd Caponi breaks down:
🛑 Buyers respect through leveraging your “willingness to walk away”
🛡️ Defending your pricing structure without hurting trust
🎯 Proving you’re already the winning vendo
#581 - The Negotiation Playbook | 30MPC Hall of Fame
🛒Pre-Order Todd’s Negotiation Course: https://hubs.li/Q04k0BGj0
Actionable Takeaways:
🤐 Context, price, shut up. Explain the mechanics, drop the number, and let them fill the silence.
👑 Lock down power. Don't talk numbers until you confirm they have the juice to actually sign.
🛑 Flinch & Trade. Act surprised at discount asks and never concede without a "give for get."
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You're one step
#580 - How To Become Dangerously Good At Negotiation
We've all watched a massive deal slip away because a buyer played games. Nick Cegelski interviews Armand Farrokh and drops his playbook to help you negotiate better terms.
In this episode, Arman Farrokh breaks down his exact playbook, including:
🎯 Forcing a strict cost for every concession to kill endless buyer requests
🛡️ Executing a “fake walkaway” when a prospect demands an absurd 70% disc
#579 - Removing the friction from your sales cycle | Todd Caponi | 30MPC Hall of Fame
🛒Pre-Order Todd’s Negotiation Course: https://hubs.li/Q04k0BGj0
In this episode, you can takeaway:
🎯 Acknowledging your competitors’ strengths + highlight where your features match needs
🤖 Getting price out early, and use it to disqualify
👔 Keep negotiation simple by anchoring pricing and trading value for dollars
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You're one step closer to President's Club!
📈 Negotiation Course:
#578 - Watch Me Cold Call For A Product I’ve Never Sold
Getting hung up on by any leader hurts, but it's the grind. Jason Bay flips the script and shows you how to bounce back and book meetings.
In this episode you’ll learn:
🎯 How to force a 20% conversion rate and lock high-ICP meetings on the books.
🤖 How to maintain high intent when buyers scramble your pitch
👔 Why analyzing 85 million cold emails will entirely transform your outbound strategy.
How to Win Deals Without Discounting Away Your Commission
Todd Caponi’s Four Levers Negotiating™ Course is now available for pre-order (early bird pricing until June 22): https://hubs.li/Q04jryL50
And to celebrate, we’re sharing four weeks of free content drops, new resources, and tactical sessions to help you on your sales negotiation journey.
Folks, we’re pumped for this one. Here's what to expect:
Four Levers Negotiating Course: https://hu
#577 - Why Your AI Cold Emails Are Failing (And How to Fix Them) | Jason Bay
Your cold outreach reply rates are completely flatlining because of AI slop.
In this episode, Jason Bay breaks down how to:
🎯 Flip your sales funnel into a "martini glass" to go deep on fewer accounts.
🤖 Break through the AI noise by prioritizing messaging precision over mindless volume.
👔 Disqualify 90% of your weak pipeline so you only target high-intent prospects.
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You're one ste
#576 (Trailer) - I Ranked 5 Cold Emails And Rewrote The Best One
Full episode here
Most reps fire off bloated cold emails that bury the lead and pitch features instead of attacking real business problems.
In this episode, Jason Bay breaks down:
👔 Shrunk intros and hyper-targeted problem statements that expose competitor flaws.
🎯 Differentiated, "no-brainer" offers that flip a mediocre touchpoint into an undeniable booked meeting.
🤖 Lean, problem-centri
#575 - How Parallel Dialing Makes You Better at Cold Calling | Suji Goetzke
Stop burning your territory by blindly calling massive lists of leads.
In this episode, Suji breaks down their exact playbook, including:
🎯 Forcing your focus into tight, 100-person lists built around clear pain points
🤖 Scrambling for fast research in under 30 seconds using past notes, LinkedIn, and AI
🛡️ Flipping the 18 most common objections using simple talk tracks pulled from 300M calls
#574 - How To Be An ELITE Sales Leader (Copy This Playbook)
Sales is the only job where you can grind for 10 hours and still end the day feeling behind due to CRM chaos and internal fire drills.
In this episode, Mark Kosoglow breaks down his exact productivity playbook, including:
👔 The Executive Routine: How to structure your day for closing, not just scrambling.
🤖 AI Workflows: The 2 exact AI workflows saving top revenue pros the most time right now
#573 - Use This Discovery Call Formula to Get More Demos Booked | Kevin Dorsey | 30MPC Hall of Fame
Stop losing deals to "skeptical prospects" and lukewarm discovery calls. Master the art of the B2B sales conversation by aligning your tonality with your intent and asking the right questions to the right stakeholders.
In this video, Kevin Dorsey breaks down a high-impact sales discovery framework to help you uncover pain points, quantify impact, and build immediate trust with decision-makers.
#572 - 9 Psychological Sales Tactics to Instantly Raise Your Status | Jeremy Miner
Tired of begging for meetings and feeling like you have zero control over your buyer interactions? Jeremy Miner reveals how flipping your mindset to high intent and low attachment forces prospects to actually qualify themselves to you.
In this sales training breakdown, you will learn 9 actionable psychological tactics to instantly raise your status, including exactly how to handle a late prospect
#571 - How to Use AI to Identify the Perfect Time to Prospect | Brendan Short
Your AI Email Guide: https://www.30mpc.com/course/cold-email-course
Most reps use the same signals and get ignored. Brendan Short shows how to find timing signals no one else can see and turn them into outbound that actually gets responses.
🎙️ ACTIONABLE TAKEAWAYS:
1. Use hyper-specific signals tied to real pain, not generic triggers like funding or new hires.
2. Timing beats messaging,
#570 - Cold Email Masterclass: Everything You Need To Book Meetings in 2026
Your AI Email Guide: https://www.30mpc.com/course/cold-email-course
Jason Bay gives a cold email masterclass on what actually gets replies in a market where most reps are ignored.
Stop pitching your product and start with a specific company problem that creates urgency and shows you did your homework.
Use relevant social proof and short, skimmable emails to build trust fast and make it easy t
#569 - How Leaders Can Clarify the Pitch, Stop Paraphrasing, and Actually Add Value | Allison Bouchard ft. Outreach
Get more from Outreach x 30MPC
Cut the fluff and win executive buy-in faster by turning complex sales messaging into clear, high-impact ideas your buyer can understand in under three minutes.
🎙️ ACTIONABLE TAKEAWAYS:
Shrink your message until it hurts → Draft your content, cut it in half, then cut it again until only the core idea remains.
Separate decks from docs → Use slides to
#568 (Trailer) - Elite Sales Trainer Critiques BRUTAL Cold Call Objection Gauntlets
Full Video Here
Jason Bay breaks down 3 real cold calls and shows exactly where reps lose the meeting and how to fix it
Stop pitching your product. Start in the buyer’s world with problems they are measured on and stressed about
Handle objections by acknowledging emotion first, not pushing harder or repeating your pitch
Use reverse pitches and social proof to create pull instead of forcing i
#567 - How to Turn Cold Outreach Into Real Conversations | Adia Toll
In this episode we take how Adia Toll engineered a 72% reply rate by shifting from pitch-first selling to conversation-first prospecting and the exact systems behind it. ACTIONABLE TAKEAWAYS:
Grind → optimize → automate (GOAT framework): Manually run your entire outbound motion first, then optimize each step before automating so you scale what actually works.
Focus on one metric at a time
#566 - 3 Brutal Sales Leadership Lessons (Avoid These Mistakes)
The sales leadership lessons that changed how Mark Kosoglow leads and scales teams.
Mark Kosoglow shares 3 moments that reshaped how he coaches, manages, and hires.
Stop creating busywork. Protect rep selling time.
Use PIPs to coach, not to quietly fire.
Hire for traits, not past success. Train the skills.
Great leaders win with clarity, intent, and strong systems.
Timestamps:
00:00 Intro
00
#565 - How to Master Social Selling on LinkedIn to Book Meetings | Kade Hinkle
Kade Hinkle breaks down a repeatable LinkedIn outbound system that turns cold prospects into warm conversations before you ever send the pitch.
🎙️ ACTIONABLE TAKEAWAYS:
Use video follow-ups instead of long text: Short, personalized videos cut through inbox noise and make your outreach feel human, leading to higher reply rates from senior buyers.
Run the 30 connection rule daily: Send
#564 (Trailer) - I Cold Called For 60 Minutes (And Went Slightly Unhinged)
Full video here
Alex Murphy cold calls for 60 straight minutes to see how many meetings he can book in real time.
No script no safety net just raw dials real objections and live pipeline building.
Watch how Alex turns cold calls into real conversations using sharp positioning and tonality.
Real pressure real stats and a behind the scenes look at what it actually takes to book meetings.
Time
#563 - How to Build Reps Who Don’t Need You on Every Deal | Jason Miller ft. Unify
Great sales leaders don’t solve problems, they build reps who can. Jason Miller breaks down how to drive focus, coach real skill gaps, and force critical thinking so your team performs without you in the room.
🎙️ ACTIONABLE TAKEAWAYS:
Use “poster vs post-it” to drive focus: Set one team-wide priority (poster) and one hyper-specific behavior per rep (post-it) to avoid overwhelm and actually
#562 - Sales Leadership Masterclass: Win Every Deal In Your Pipeline
Turn your most dreaded meeting into your biggest revenue weapon, this deal review framework drives cleaner data, sharper reps, and near-perfect forecast accuracy.
In this 30MPC Masterclass, Mark Kosoglow breaks down a repeatable, no-BS system for running deal reviews that actually move deals forward, not just talk about them. He walks through the exact sales stages, forecast methodology, and coac
#561 - How to Coach Sales Reps Using “Based On What” Thinking | Cameron Shahabedin
Turn reps into self-sufficient closers with structured call coaching, “based on what” thinking, and problem-solving leadership systems
🎙️ ACTIONABLE TAKEAWAYS:
Reinforce pillars everywhere, not just on callsBake core behaviors (like upfront contracts) into coaching, decks, and workflows so reps can’t skip them.
Model the behavior you expectLeaders should demonstrate the same frameworks
#560 - Inside a $3.6M Sale: From 40-Person Demo to Brutal Negotiation
They almost got shut out of the deal, then closed $3.6M anyway.
Johnny Larson breaks down the full sales cycle behind a $3.6M enterprise win, from forcing his way into an RFP he wasn’t invited to, to running a 50-person demo, to surviving a brutal pricing negotiation that nearly killed the deal.
This is a real, unfiltered look at how enterprise deals actually get done at the highest level.Y
#559 - Sell The Problem Before You Sell The Product | Keenan
The Perfect Outbound Sequence Template
Keenan (author of Gap Selling) breaks down a step-by-step framework for prospecting that actually gets responses, focused on leading with problems—not products. Learn how to create intrigue and interest in your outreach, diagnose real buyer pain using problem → root cause → impact, and structure cold emails and calls that force prospects to reflect instead
#558 - The 5 Data-Backed Cold Call Scripts to Overcome Any Objection
Most sales reps try to memorize dozens of objection responses. That’s a mistake.
Just 5 objections make up roughly 74% of what you’ll hear on cold calls.
This episode breaks down those 5 objections and gives you simple, repeatable cold call scripts to handle each one without overthinking it.
The goal isn’t to close on the cold call. The goal is to earn the next step.
Master these 5 obj
#557 - How to Run a Perfect Discovery Call (Start to Finish) | Jacob Fleisher
In this episode of 30 Minutes to President’s Club, Jacob Flesher (Head of Sales at Attention) breaks down a full discovery call framework from start to finish, including how to challenge prospects without killing rapport, uncover true priorities, and run consultative sales conversations that actually convert. You’ll learn how top sellers avoid assumptions, diagnose real problems (not surface-level
#556 (Trailer) - I Taught A Standup Comedian To Cold Call (Real Dials)
Full video HERE
What happens when you give a stand-up comedian a sales script and tell him to start cold calling?
Alex Murphy sits down with his brother Andrew (a comedian in Austin) and gives him a crash course in cold calling.
The goal: sell comedy show tickets… using real B2B sales tactics.
First, Alex teaches Andrew the classic AIDA framework — Attention, Interest, Decision, Action
#555 - Discovery Masterclass: Everything You Need to Run a Perfect Discovery Call
Learn more: https://www.30mpc.com/course/discovery-course
--
ACTIONABLE TAKEAWAYS:
Structure Your Call in 3 Parts: Great discovery calls have three distinct chapters—(1) the first five minutes to establish credibility and set your PPO agenda (Purpose, Plan, Outcome), (2) the next 20 minutes to uncover meaningful problems while building trust, and (3) the last five minutes to run your Five
#554 (Trailer) - Don't Sell to Your Champion. Sell THROUGH Them. (2 Real Emails)
Full video HERE'
The fastest way to reach the executive who can green-light your deal: write the email they’ll actually read.
Nate Nasralla breaks down two real examples of emails you can draft for your champion to forward directly to their boss.
Instead of selling to your champion, write the message so they can sell through them.
Open with a priority the executive already cares about so the
#553 - How to Run Discovery Without Obsessing Over Questions | Gal Aga ft. Aligned
Most sellers obsess over asking the perfect discovery question. In this episode, Gal Aga breaks down why great discovery has nothing to do with memorized questions and everything to do with understanding the problem, finding the root cause, and guiding the buying process.
🎙️ ACTIONABLE TAKEAWAYS:
Focus on the problem, root cause, and impact you need to uncover, not memorizing discovery ques
#552 - Live Cold Calling: Can This Grouchy Old CRO Even Book A Meeting?
Full video HERE
A seasoned CRO grabs the phone, goes undercover as “Bob Smith,” and makes live cold calls trying to book five connects as fast as possible. No script reading. No brand flex. Just real dials, real objections, and real pressure.
You’ll hear the exact opener that gets people talking, the provocative question that instantly hooks sales leaders, and the “Green Turkey” move that turn
#551 - How to Ramp Sales Reps to President’s Club Faster | Marcus Chan
In this sales leadership masterclass, Marcus Chan breaks down a week-by-week ramp plan, real-play coaching system, and time management framework that turns new hires into consistent revenue producers fast.
🎙️ ACTIONABLE TAKEAWAYS:
Tee reps up instead of taking over calls: Guide them toward the next talk track rather than jumping in and owning the conversation.
Create a parking lot for
#550 - How Many Meetings Can I Book Off 6,474 Personalized Cold Emails?
Full Video HERE
We did the one thing you’re never supposed to do: We tried to blast our entire contact list of 224,000 people.
But instead of sending generic spam, we built a workflow in Clay to automate the deep research usually reserved for one-off emails. The goal? To find sales leaders whose *own reps* were already watching our content, and use that data to send 6,000+ hyper-personalized m
#549 - The World's Weirdest Sales Trainer Does Cold Call Objection Roleplay | Giulio Segantini
Giulio Segantini is back and this time it’s pure objection-handling firepower.
If you sell anything over the phone, this is a tactical breakdown of how to handle “send me an email,” “we’re already working with someone,” “too expensive,” “not interested,” and every other cold call objection without sounding scripted or desperate.
Built around Giulio’s 'ACE Framework' (Accept → Consent → Explore),
#548 - Executive Sales Masterclass: Close Big Deals At Power (Step-by-Step)
Close Complex Enterprise Deals by Selling the Problem, Not the Product
Jen Allen-Knuth breaks down how to win executive deals by anchoring every conversation to a strategic objective and building urgency around cost of inaction.
Prospect into the C-suite with a 4-step structure: objective → problem hypothesis → status quo → insight (not a pitch).
Run discovery around objectives, obstacles, curr
#547 - Running The Big Team Meeting: 7 Steps to Group Problem Consensus | Jen Allen-Knuth
Over the last 12 to 16 weeks, we’ve been sitting down with the one and only Jen Allen-Knuth (2–3 hours per week, plus an entire week of shooting) to build her course: Selling to the C-Suite. This is everything you could possibly need to close a 6–7 figure deal at power. Backed by Gong data of and 1M+ executive-level sales cycles.
https://www.30mpc.com/course/multithreading-exec-selling-course-sel
#546 - Fixing the WORST Cold Call Pitches Known to Man
Nick Cegelski breaks down why most cold call pitches fail—and how to fix them. Nick explains why generic value propositions packed with buzzwords like optimize, streamline, and AI-powered sound nice but mean nothing to buyers. Instead, he introduces the problem proposition framework: leading with a vivid, emotionally charged problem your buyer actually feels, then briefly showing how you solve it.
#545 - How to Build 11 High-Reply Prospecting Plays You Can Run Today | Prabhav Jain ft. 11x
AI isn’t replacing sales reps—it’s turning them into force multipliers. Prabhav Jain, CEO of 11x, breaks down how modern sales teams use AI-driven personalization, signal-based outreach, and smarter sequences to book more meetings while spending less time on manual prospecting.
Download the Guide: The Ultimate Three Part Outbound System to accelerate your path to President’s Club
🎙️ ACTIONAB
#544 - Sales Roleplay: How To Earn an Executive’s Respect in 30 Minutes
Armand Farrokh and Jen Allen‑Knuth walk through a realistic, unscripted discovery conversation with a senior university security leader. Jen demonstrates a 7-step executive discovery framework, from establishing credibility and anchoring to strategic objectives, to reframing the status quo and closing for next steps, while Armand plays a skeptical, budget-constrained prospect. The video pauses aft
#543 - How to Build a Deal Closing Machine With Screenshot References | Krysten Conner
How top sellers use customer proof to reduce risk, accelerate deals, and close with confidence featuring Krysten Conner’s real world framework for social proof, references, and late stage deal momentum.
🎙️ ACTIONABLE TAKEAWAYS:
Screenshots beat polished proof: Raw texts, DMs, and unpolished customer messages feel real and instantly lower buyer risk. Use them in prospecting and late stage de
#542 - Sales Email Elimination: 5 Cold Emails. 1 Winner.
Full YouTube Episode Here
Jen Allen-Knuth puts five real cold emails head-to-head to see which ones actually earn executive attention and which get instantly deleted. Watch as she breaks down subject lines, openers, tone, and CTA mistakes, crowns a single winning email, then rewrites it live using her Problem Prompter framework to show how sellers can stop pitching and start booking meetings wi
everything you could possibly need to close a 6–7 figure deal at power
Learn more: https://www.30mpc.com/newsletter/multi-threading-and-executive-selling-course-selling-to-the-c-suite
#541 - The $1M Negotiations That Changed the Way I Sell Forever
Watch Todd’s Free Negotiation Masterclass
Buy 'Four Levers Negotiating' Here
Todd Caponi is a multi time CRO, award winning author, and one of the leading voices on transparency in sales. And these are the three negotiation moments that changed how he sells forever.
From a used car purchase that went completely sideways, to a seven figure software deal saved at the last second, to a hea
#540 - Cold Call Masterclass: The Perfect Script (With LIVE Calls to Prove It)
We break down the exact cold call script that’s helped book meetings on 1 out of every 3 connects then prove it by making live cold calls on camera.
Armand Farrokh and Nick Cegelski walk through the full cold call framework they’ve used as operators, leaders, and authors of *Cold Calling Sucks (And That’s Why It Works) from opener, to pitch, to objection handling with real examples and zero th
#539 - How to Run Demos That Actually Convert | Alex Kane
Alex Kane brings elite demo mastery to this episode, teaching sellers how to turn every walkthrough into a high-impact, story-driven buying experience that stands out from every other vendor in the cycle.
🎙️ ACTIONABLE TAKEAWAYS:
Lead With the Approach: Frame the top problems and outcomes before showing anything.
Present → Future → Past: Ask how they do it now, show the future state, t
#538 - Cold Call 3v3: Six Sales Reps Dial in a 92 Degree Room
Welcome to the most chaotic cold call competition you’ve ever seen. Two elite sales teams go head-to-head in a live 3v3 battle to see who can book the most meetings.
Watch as the top sales minds from 30 Minutes to President's Club (and a special celeb dialer) bring their best cold call tactics to life.
From permission-based openers to clever objection handling, you’ll witness what makes a cold
#537 - How to Get Executive Intros Through Your Champion | Christine Nolan
Christine Nolan, four-time President’s Club enterprise sales leader at Asana, shares tactical frameworks for multithreading complex enterprise deals by mapping real power, navigating internal politics, and turning champions into organization-wide access. A practical playbook for winning, expanding, and controlling high-stakes, multi-stakeholder sales cycles.
🎙️ ACTIONABLE TAKEAWAYS:
Build a
#536 - Cold Email Showdown: Rookie Sales Rep vs 10-Year Director
We put Evan Greek (Commercial AE at Gong) and Florin Tatulea (Head of Sales Development at Common Room) in a cold email cage match: 10 minutes per round, weird prompts, and you have to write something that would actually get a reply. Jason Bay (CEO at Outbound Squad) judges based on [The Reply Method](https://www.30mpc.com/course/cold-email-course) framework.
Evan and Florin show how they use AI
#535 - He Sold A $30M Deal With One Page
In this episode, Nate Nasralla breaks down the one-page business case framework he used to help close a $30M enterprise deal and multiple seven-figure contracts. He walks through how to structure a one-page document that aligns executives, arms champions to sell internally, exposes deal gaps early, and drives consensus in complex buying groups. Using a real-world IKEA example, Nate shows how to tr
#534 - #1 Sales Rep Runs The Exact Demo That Got Him Promoted 8x
In this episode, Adam Ochart, #1 sales rep from Gong breaks down the exact demo framework that helped him earn 8 promotions, consistently win enterprise deals, and maintain a 30%+ win rate. He walks through how to prep demos, align with buyers before clicking anything, run discovery during the demo, and frame every feature using a why-before-what approach so prospects experience a true “test drive
#533 - How to Build a Team That Thrives on 700 Cold Calls a Week | Melanie Smith
Melanie Smith, Head of Sales Development at Nooks, breaks down the exact systems, metrics, and coaching frameworks she uses to run one of the highest-performing SDR teams in outbound. In this episode, she shares KPI structures, call-block strategy, cold-call skill development, and how leaders can scale connect rates, conversation rates, and meeting production without burning out their reps.
🎙️
#532 - Santa Unwraps 12 Sales Tactics You NEED to Master in 2026
In this special holiday episode, Santa and his elf break down the 12 most impactful sales tactics of 2025, covering negotiation, discovery, cold calling, prospecting, leadership, demo strategy, hiring, business cases, team management, and more. Each tactic is pulled from interviews with top 1% sellers and elite sales leaders, giving reps a fast, practical, and highly actionable playbook to win dea
#531 - How to Scale Personalized Prospecting with Video (Even in SMB)
Discover how Vidyard’s #1 AE, Mike D'Aloisio, uses video to humanize every stage of the sales cycle — from first touch to pricing delivery to re-engagement when prospects ghost. In this 30MPC sell interview, learn how to tailor videos to personas, boost meeting show rates, eliminate the “game of telephone” in proposals, and creatively reignite stalled deals using short, high-impact videos that sta
#530 - Negotiation Masterclass: Your Sales Commission Savior
December deals are different.
Negotiations drag. Legal stalls. Procurement kicks it to January. And your EOQ slips away.
In this Masterclass, Todd Caponi joins Nick and Armand to share strategies from his new book, Four Levers Negotiating. He’ll show you how to flip the script and close what’s left on the table — before the ball drops.
Todd is the founder of Sales Melon, the host of The Sales H
#529 - How to Win Enterprise Deals with Compelling Events (Not Volume) | Luke Floyd
Luke’s CE Hypothesis Template
Luke Floyd breaks down how he stopped “spraying and praying” and started winning large enterprise deals by tracking where urgency already exists. Instead of chasing logos or building volume-based cadences, he prioritizes the 20 accounts most likely to face a compelling event, builds horizontal plays that don’t sound generic, and positions himself “on the bench” befor
#528 - Live Cold Calls: How Many Meetings Can The #1 Sales Trainer Book?
Jason hits the phones to prospect into sales and enablement leaders, sharing his live approach between each call.
With a 30% connect rate (thanks to Titan X) and 11% conversion, you'll see how Jason handles objections, switches messaging mid-call, and learns in real time.
Think cold calling is hard?
Try doing it live for 90 minutes, under studio lights, in a room with no AC, with a crowd listen
#527 - The Sales Process Elite Reps Use (And You Don’t)
Get the full playbook (60 minute video masterclass) 100% free right here: https://www.pipedrive.com/en/30mpc-masterclass
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Deal velocity is a huge driver of win rates, which is why Armand and I partnered with the easy and effective CRM, Pipedrive, to film a 60 minute video masterclass that covers all of the different ways that you can drive velocity in each individual stage of your sales process
#526 - The Ultimate Cold Calling Q&A: 16 Questions to Book Your Next Meeting
From Armand Farrokh and Nick Cegelski, the duo behind the 50,000-copy best-selling cold calling book, this episode breaks down the exact playbook top reps use to consistently book meetings. Learn the highest-converting openers, how to tailor context to any persona, the tactics they use to disarm prospects, and the triple-bypass method for getting past gatekeepers. You’ll also get strategies to avo
#525 - Why Executives Ignore Your Sales Pitch (And How to Fix It Fast) | Nate Nasralla
Buy "Brief and Brilliant' Here
Turn executive meetings into closed deals with Nate Nasralla’s 4-sentence framework, one-page business case, and proven tactics to speak the language of leadership and win buy-in fast.
🎙️ACTIONABLE TAKEAWAYS:
• Build a 4-Sentence Soundbite: Use Nate’s formula — Because of [shift], now’s the time to [act], to avoid [risk], and unlock [reward] — to frame every dea
#524 - Outbound Prospecting Masterclass: Everything You Need to Book Meetings in 2026
Outbound is broken, not dead. In this masterclass, Jason Bay breaks down the new outbound playbook for 2025–2026 — how top reps are filling pipeline when cold calls, automated sequences, and mass emails stop working. You’ll learn how to prioritize accounts that actually respond, speak your buyer’s language with offers that earn replies, and sequence outreach across phone, email, and social the rig
#523 - How Top Sellers Find the Real Decision Makers in Deals | Kam Germany
Kam Germany breaks down how elite sellers win complex deals by uncovering the true decision makers, sparking internal alignment, and turning every stakeholder into a champion that sells for you when you’re not in the room.
🎙️ ACTIONABLE TAKEAWAYS:
Find the Shadow Decision Maker: Don’t assume the highest title holds the most influence—watch who answers impact questions to uncover who truly dr
#522 - How Many Cold Calls Does It Take To Afford a Baby? (A Youtube Special)
Full YouTube Video HERE
(https://hubs.li/Q03SzGnP0)
Alex Murphy (Founding AE @ 30MPC) reveals the exact sales prospecting formula that took him from teaching to crushing 200% of quota month after month. By breaking big life goals—like buying a house or having a baby—into simple math, he shows how to turn financial dreams into measurable activity targets. Learn how to calculate your dollars pe
#521 - The 7 Deadly Sales Negotiation Sins | Todd Caponi
Todd Caponi, bestselling author of The Transparency Sale and The Four Levers of Negotiation, breaks down the 7 Deadly Negotiation Sins that cost salespeople deals, margins, and trust. If you think discounting accelerates deals, holding price until you “build value” is smart, or trading discounts for case studies is harmless, Todd’s about to rewire your negotiation mindset. Learn how to close faste
#520 - I Handle EVERY Cold Call Objection like Mr Miyagi
Cold Email Course: http://bit.ly/44K6jy3
Cold Call Course: https://bit.ly/4jqQ4w2
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Handle every objection in the world like Mr. Miyagi. Plus 4 more talk tracks you can steal for your favorite objections out there.
Watch in full vibrant color: https://bit.ly/44KFn02
RESOURCES DISCUSSED
18 Objections and Scripts for Each
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#519 - Set Next Steps That Actually Close Deals | Roy Mathew
Stop losing deals after the demo. Roy Mathew shows how to align every next step to what buyers actually care about. This is next-level sales leadership in action.
🎙️ ACTIONABLE TAKEAWAYS:
Calibrate before next steps: Always ask prospects where they stand before suggesting next steps — uncover what’s really going on in their head.
Think like a buyer, not a seller: Map out the five key q
#518 - 5 Terrifying Sales Ghosts That Will Haunt Your Quota | Halloween Special
This Halloween, the 30 Minutes to President’s Club crew takes you inside the haunted house of sales — where deals disappear, demos die, and negotiations bleed revenue. Nick, Armand, and Steve break down five sales ghosts that secretly destroy your pipeline and show you exactly how to exorcise them using elite B2B sales tactics, closing frameworks, and storytelling mastery.
If you’re serious abo
#517 - The Secret to Handling Nasty Cold Call Objections
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
#516 - How to Differentiate Yourself in Every Sales Cycle | Chad Prezlomski
Chad Prezlomski reveals how elite sellers separate themselves from the pack by delivering a world-class buyer experience.
Download the Guide: How to Get Your to Reply in 90 Seconds (Without Sending an Email)
🎙️ ACTIONABLE TAKEAWAYS:
Before the meeting: Send pre-meeting nurture emails showing similar customers to build trust and credibility fast.
During the meeting: Use a hypothesis slide
#515 - 21 PERFECT Sales Discovery Questions to Ask Your Prospect (Part 1)
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
#514 - I Ran a Sales Call For A Product I Never Sold
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 structu
#513 - How to Coach Sales Reps Using Metrics That Matter | Shaun Crimmins
Shaun Crimmins reveals how elite sales leaders simplify the math, build winning rhythms, and coach reps with data-driven precision.
🎙️ ACTIONABLE TAKEAWAYS:
Reverse engineer revenue goals into weekly sales behaviors your reps can control.
Create an operating rhythm—consistent meetings, deal reviews, and cadences to eliminate chaos.
Coach with metrics, not gut feel—identify data gap
#512 - Leadership Masterclass: The Sales Management Operating System
🚨 SAVE $100 ONLY IF YOU JOIN THE COURSE BEFORE 10/17: https://bit.ly/4o8KtMT
Sales managers: No one ever teaches you how to do your job.
If you've ever wondered...
Why are my pipeline reviews useless?
Should I actually hire this person or am I gonna have to fire them in three months?
Guess what?
You're probably a little bit like me and you had to figure out this stuff from scratc
#511 - $3k vs $30k vs $300k Sales Close
Mark's Kosoglow's Sales Leadership Course
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 tactic
#510 - Here’s my $250M ARR Sales Management System
🚨 SAVE $100 ONLY IF YOU JOIN THE COURSE BEFORE 10/17: https://bit.ly/4o8KtMT
Sales managers: No one ever teaches you how to do your job.
If you've ever wondered...
Why are my pipeline reviews useless?
Should I actually hire this person or am I gonna have to fire them in three months?
Guess what?
You're probably a little bit like me and you had to figure out this stuff from scratc
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