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
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37:36
How to Nail Large Sales Meetings | David Rosenstein | 30MPC Hall of Fame
ACTIONABLE TAKEAWAYS:
Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy.
Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, you've still gained ground.
Reframe Intentional Limitations: When faced with an objection or missing feature, consider if it’s intentional by design. Reframe it as a benefit aligned with the prospect’s goals.
Prep for Large Meetings: Divide the room strategically. Prep with your champion, pre-call each stakeholder, then personalize questions in the meeting to tailor the conversation.
DAVID'S PATH TO PRESIDENTS CLUB:
Senior Account Executive MM @ LinkedIn
Account Executive SMB @ LinkedIn
Sales Development Representative @ LinkedIn
Creator Manager @ LinkedIn
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
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40:15
How to Build a Cold Calling Culture | Colin Specter | Ep. 303 (Lead)
FOUR ACTIONABLE TAKEAWAYS:
Schedule Everything: Cold call success starts with structure. Use scheduled power hours, follow-ups, and prospecting blocks to bring order and focus to your SDRs' day.
Create Rituals That Boost Energy: Host a weekly kickoff meeting to align the team, recognize wins, and run call reviews. Energy is everything—ritualize it.
Hold Reps to Input Standards: 150 dials per day is the expectation. If reps fall short, diagnose whether it’s a skill, will, or workflow issue and address it head-on.
Use Your Top Reps as the Spark: Find your believers and get them dialing in public. Team momentum starts with a few people on fire—and then it spreads.
COLIN'S PATH TO PRESIDENT’S CLUB:
SVP of Revenue, Orum
VP of Sales, Namely
Senior Director of Sales, Namely
Sales Manager, Zocdoc
Sales Executive, Zocdoc
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Su 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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