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

635 episodes

#592 - The Sales Process That Took Outreach From $0 To $250M
2026/07/21 | 47 mins.
Most sales processes are completely backward because they track what the seller does, not how the buyer actually makes decisions.

In this episode, Mark Kosoglow breaks down their exact playbook, including:

🚀Shifting from traditional meeting-based stages to a 5-stage psychological agreement framework that prevents late-stage deal stalls.

💡Deploying a "Problem Hypothesis" led discovery call that builds instant executive authority and forces buyers to expose their real gaps.

🔥Using reference calls and deep-dive demos fluidly across any stage to dismantle justification anxiety and consensus paralysis.

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You're one step closer to President's Club!

🧱 How to build your own sales process: https://hubs.li/Q04q1XLV0

🏋 30MPC Training: https://www.30mpc.com/course/team-training

🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0

📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
#591 - $250M CRO Teaches: How to Master Sales Metrics
2026/07/16 | 30 mins.
Nobody ever shows first-time sales leaders how to actually know their numbers.

In this episode, Mark Kosoglow breaks down their exact playbook, including:

📉 How to isolate L1 lagging metrics like qualified pipeline and use L2 conversion rates to pinpoint exact process gaps.

⚙️ The operational framework to instantly determine if a drop in your revenue chain is a team skill issue or a RevOps routing error.

📊 Why relying on simple historical time-based win rates lies to you, and how to transition to cohort tracking for true forecast accuracy.

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🔢 Sales Metrics Pack: https://hubs.li/Q04pGGVv0

🏋 30MPC Training: https://www.30mpc.com/course/team-training

🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0

📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
#590 - The Complete Discovery Call Playbook (Build It From Scratch)
2026/07/14 | 48 mins.
Most reps trap themselves in the red sea of crappy discovery by stopping at basic operational problems that CFOs refuse to fund.

In this episode, Armand and Nick break down their exact playbook, including:

🚀 Flipping the script on your agenda using the Purpose, Plan, and Outcome framework to disarm prospects in the first 90 seconds.

🌲 Dialing in your Discovery Tree to systematically force champion-level pain down into executive-level business impact.

⏱️ Running the 5-Minute Drill at the tail end of the call to prescribe the buying path, flush out tire kickers, and lock in multi-threaded next steps on the spot.

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You're one step closer to President’s Club!

🎁 The Discovery Care Package: https://www.30mpc.com/blog/the-discovery-care-package

🏋 30MPC Training: https://www.30mpc.com/course/team-training

🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0

📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
#589 - How to Build a World-Class SDR Team (Complete Playbook)
2026/07/09 | 46 mins.
We've all felt the heavy silence of a sales floor trying to find its rhythm.

Armand Farrokh breaks down his playbook to turn an underperforming SDR team into an outbound machine.

Armand’s playbook includes:

🚀 The "Between You, Me, and the Wall" tactic to win over individuals privately before you ever address the group publicly.

📉 The 5 core weekly meetings you need to bookend your team's activity with raw energy and continuous coaching.

🔥 How to run a mock cold call filter during interviews to test for a candidate's coachability and execution under pressure.

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You're one step closer to President’s Club!

🚀 The SDR Leader Pack: https://hubs.li/Q04nGgrk0

🏋 30MPC Training: https://www.30mpc.com/course/team-training

🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0

📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
#588 - The Perfect 30 Day Onboarding Program
2026/07/07 | 1h 35 mins.
Most sales onboarding plans are slow, academic, and completely distract sellers from actually selling.

In this episode, Armand and Nick break down their exact playbook, including:

🚀 How to get reps into the game safely using simulated mocks and SMB discovery loops.

📚 The exact 4-week calendar breakdown to balance industry, product, and sales execution training.

🔄 The 4 team rhythms you must run every week to keep your veteran reps sharp and constantly upskilling.

You're one step closer to President’s Club!

🚀 Sales Onboarding Plan Care Package

🏋 30MPC Training

🛠 Weekly Tactical Breakdowns

📚 Things you can steal and use today

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

The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual. 30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, including: Prospecting: How to open conversations to triple your pipeline Discovery: How to ask questions that uncover massive pain Process: How to get big contracts over the line Leadership: How to hire and train world class teams. Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-host Mark Kosoglow (CRO @ Catalyst, ex-Outreach). Whether you're a seller listening to the (SELL) show or leader tuning into the (LEAD) show… Get ready, you're going to President's Club.

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