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

Hosted by Armand Farrokh & Nick Cegelski

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621

Latest episode

Jun 2026

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About the show

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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60 recent

June 16, 202633 min

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 vendor of choice -- 📈 [NEW] Negotiation Course: https://hubs.li/Q04ltNT30🗣️ 5 Negotiation Talk Tracks: https://hubs.li/Q04ltBCK0🛠️ Weekly Newsletter: https://hubs.li/Q02NJQ8p0📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube

June 11, 202625 min

#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." - - You're one step closer to President's Club! 🏋 30MPC Training: 30mpc.com/training 🛠 Weekly Tactical Breakdowns: https://hubs.li/Q02NJQ8p0 📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube

June 9, 202637 min

#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% discount 🔥 Dialing in a high intent, low attachment mindset to control the entire deal -- You're one step closer to Club! Grab these resources to help you get there: 📈 [NEW] Negotiation Course: https://hubs.li/Q04jpPSm0 🛠 Weekly Tactical Breakdowns: https://hubs.li/Q02NJQ8p0📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube

June 4, 202626 min

#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 - - You're one step closer to President's Club! 📈 Negotiation Course: https://hubs.li/Q04k0BGj0 🏋 30MPC Training: 30mpc.com/training 🛠 Cold Email Data Report: https://hubs.li/Q04j3GHJ0 🛠 Weekly Tactical Breakdowns: https://hubs.li/Q02NJQ8p0📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube

June 2, 202618 min

#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. – You're one step closer to President's Club! 🏋 30MPC Training: 30mpc.com/training 📞 Buy 5000 TitanX Credits Get 5000 Free (Mention "30MPC"): https://titanx.io?fpr=30mpc 📈 Cold Calling Course: https://hubs.li/Q04jpPSm0 🛠 Weekly Tactical Breakdowns: https://hubs.li/Q02NJQ8p0 📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube

June 1, 202616 min

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://hubs.li/Q04jryL50 5 Negotiation Scripts To Handle Any Pricing Objection: https://hubs.li/Q04jrz6G0 Live Masterclass with Todd Caponi: https://hubs.li/Q04jrzrd0 - - You're one step closer to President's Club! 🏋 30MPC Training: 30mpc.com/training ⏪ YouTube Classic with Todd: https://youtu.be/XvuWnvR0Mpc 🛠 Weekly Tactical Breakdowns: https://hubs.li/Q02NJQ8p0 📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube

May 28, 202646 min

#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. - - You're one step closer to President's Club! 🏋 30MPC Training: ⁠30mpc.com/training 📈 Cold Email Course: https://hubs.li/Q04j3r9V0 🛠 Cold Email Data Report: https://hubs.li/Q04j3GHJ0 🛠 Weekly Tactical Breakdowns: https://hubs.li/Q02NJQ8p0 📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube

May 26, 20261 min

#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-centric formatting optimized for mobile feeds to force buyer action. - - You're one step closer to President's Club! Grab these resources to help you get there: 🏋 30MPC Training: ⁠30mpc.com/training 📈 Cold Email Course with Jason Bay: https://www.30mpc.com/course/cold-email-course ⏪ Cold Email Masterclass Replay: https://youtu.be/JX1UNIJwcCY 🛠 Weekly Tactical Breakdowns: https://hubs.li/Q02NJQ8p0 📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube

May 21, 202632 min

#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 You're one step closer to President's Club! Grab these resources to help you get there: 🏋 30MPC Training: ⁠30mpc.com/training 📈 Cold Calling Course: https://hubs.li/Q04hn70x0 🛠 Grab the 18-Objection Guide (Built with Gong): https://hubs.li/Q04hn3Ks0 🛠 Weekly Tactical Breakdowns: https://hubs.li/Q02NJQ8p0📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube

May 19, 202628 min

#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. 🎯 The 3% Forecast Rule: How to turn raw rep activity data into an airtight, predictable pipeline. You're one step closer to President's Club! Grab these resources to help you get there: 🏋 30MPC Training: ⁠30mpc.com/training 📈 Master Sales Leadership with Mark: https://www.30mpc.com/course/leadership-course 🛠 Weekly Tactical Breakdowns: https://hubs.li/Q02NJQ8p0 📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube