How to Deliver Hard News and Lead Through Tough Times | Patricia DuChene | Ep. 307 (Lead)
FOUR ACTIONABLE TAKEAWAYS:
Use the "Why, What, How" framework to communicate hard changes—always start with the why to reduce the shiver effect and maintain trust.
Don't sugarcoat bad news—treat your team like adults, be honest about challenges, and frame positives where appropriate.
Create a lever cheat sheet for your sellers so they know what they can give (discounts, services) and what to ask for in return to protect deal value.
After major changes like a RIF, give the team a week to process, then reset expectations with managers leading the charge into the "new normal."
PATH TO PRESIDENT’S CLUB:
Chief Revenue Officer, Postal
VP of International Sales, Wrike
Senior Director of Sales, Wrike
RESOURCES DISCUSSED:
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Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
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39:56
Say This to Start Discovery Calls with Instant Credibility | Jen Allen-Knuth | Ep. 306 (Sell)
Enterprise sellers: this one’s a masterclass in leading high-impact discovery. Jen Allen-Knuth shares how to uncover deal-driving problems, guide calls with precision, and win executive trust with better prep and positioning.
🎙 ACTIONABLE TAKEAWAYS:
Use ChatGPT to explain your prospect’s business “like I’m 10” for clarity and messaging insight.
Beat your prospect to the punch with a hypothesis to steer discovery toward winnable problems.
Mirror high-level goals and “before state” language to make case studies resonate more deeply.
Size the “status quo” problem by auditing lost pipeline, then use it to build urgency and buy-in.
JEN’S PATH TO PRESIDENT’S CLUB:
Founder @ Demand Gen
Head of Growth @ Lavender
Chief Evangelist @ Challenger
Enterprise Sales Director @ Challenger
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
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39:26
How to Hire Reps Who Actually Know How to Sell | Andrew Johnston | 30MPC Hall of Fame
🎙 ACTIONABLE TAKEAWAYS:
Coach reps on storytelling—it’s a foundational skill that improves every sales conversation.
Evaluate rep interview performance based on the questions they ask, not just their answers.
Run mock pitches with target persona info—test prep, not product knowledge.
Benchmark rep candidates one level below your best AEs to fairly assess potential.
ANDREW’S PATH TO PRESIDENT’S CLUB:
Head of Sales @ Superhuman
Sr Director of Sales @ Scale AI
Head of Global Email Sales & GTM @ TwilioManager Enterprise Sales @ Twilio
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
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40:39
How to Build Rep Onboarding That Actually Sticks | Jonah Mandel | Ep. 305 (Lead)
Guestie VP of Sales Jonah Mandel is back—and he’s bringing a battle-tested blueprint for leading a 60-person sales org. From onboarding frameworks to emotional pulse checks, this episode is a masterclass in scalable, high-intent leadership.
🎙 ACTIONABLE TAKEAWAYS:
Win the first 30 days or lose the next 300—structure onboarding to build lasting habits.
Idiot-proof dashboards so any leader can read them like a story, not a spreadsheet.
Track rep engagement by reverse-sorting Slack conversations and checking in every 6 weeks.
Use low-stakes "training leads" before letting reps handle high-revenue inbound.
JONAH MANDEL’S PATH TO PRESIDENT’S CLUB:
VP of Global Sales @ Guesty
VP of Sales & Customer Success @ Capchase
VP of Sales & Partnerships @ Alibaba
Sales Manager @ ShopKeep
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
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40:22
How to Control the Sale Without Sounding Pushy | Anthony Firenzi | Ep. 304 (Sell)
FOUR ACTIONABLE TAKEAWAYS:
Position yourself as a partner, not a decision-maker, during negotiations. Frame your CFO or leadership as the final approver to deflect pressure and control the conversation
Use a sliding scale for discounts based on timeline. Offer steeper discounts for faster signatures to create urgency without arbitrary end-of-month pressure
Steer discovery and demos toward problems that matter. Don’t get stuck solving small issues—recommend workflows tied to real business impact and executive priorities
Drive deal velocity without discounting by pre-scheduling the implementation call. Lock in post-sale steps early to create natural pressure toward closing
PATH TO PRESIDENT’S CLUB:
Head of Sales, Unified GTM
Strategic Accounts, Lattice
Enterprise Account Executive, Lattice
Mid-Market Account Executive, Lattice
Business Development Representative, Lattice
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
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 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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