#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 about hitting quota, closing complex deals, and running world-class discovery and demos, this spooky special is your sales survival guide.
The 5 Sales Ghosts (and How to Defeat Them):
The Surface-Level Spirit: Your deal vanishes because you’re only finding small annoyances, not six-figure business problems that matter to executives.
The Hypnosis Demo: Feature-dumping kills attention — learn how to demo through stories that emotionally hook buyers and make them see their future state.
The Single-Threaded Specter: Depending on one champion is a death sentence. Multithread your deals and get power involved early.
The Negotiation of a Thousand Cuts: Every tiny discount, seat, or billing term slices your margin. Follow Armand’s 6-step framework to negotiate once and win big.
The Vendor Review Pit of Despair: IT and Legal can bury your deal alive. Run parallel reviews, set “redline deadlines,” and use mutual action plans to hit close dates.
RESOURCES DISCUSSED:
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#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 curiosity, keep prospects talking, and book more meetings with confidence. For more scripts and examples, grab the free objection handling guide linked in the description.
RESOURCES DISCUSSED
18 Objections and Scripts for Each
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#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 to prove preparation and lead informed discovery.
After the meeting: Use ChatGPT to identify the top three problems you can solve and send a recap video or email.
One thing to do: Add a hypothesis slide to every deck to make your prep visible and elevate the buyer’s experience.
CHAD’S PATH TO PRESIDENT’S CLUB:
Top-Tier Enterprise AE @ Blackbaud & Amplify
Sales Leader @ Schoology & Splash (10+ Years Building Teams)
VP of Sales @ Splash — Scaled Org to Cvent Acquisition (2024)
RESOURCES DISCUSSED:
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#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 — not just surface-level interest. You’ll learn exactly how to guide your conversations with questions that make prospects tell stories, reveal priorities, and show you how to win the deal.
This is Part 1 of Nick’s Discovery Series, covering early-stage sales discovery — with Parts 2 and 3 diving into mid-stage and late-stage deal questions. Whether you’re a new AE or a veteran seller, this episode will sharpen your discovery skills, help you qualify faster, and teach you how to use the Discovery Tree to direct conversations like a pro. Subscribe so you don’t miss the next episodes and start mastering the art of discovery today.
RESOURCES DISCUSSED
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Free Sales Templates, Scripts and Guides
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#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 structured path from situation to operational problem to executive impact, using Armand’s proven framework. He also shares “typically” and “magic moment” questions that uncover high-value pain points, helping SDRs, AEs, and sales leaders turn every discovery call into a winning deal.
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
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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