Nick Cegelski

Author of Cold Calling Sucks (And That's Why It Works) | Founder of 30 Minutes to President’s Club

Building 30 Minutes to President's Club: Sales Media & Training.

Founder

Building the #1 revenue media platform in the world off of hyper-actionable sales tactics from the most elite sellers in tech. Today, that platform consists of 4 products:

- Podcast: The #1 sales podcast in the world that started it all.
- Tactic Teardowns (Not Webinars): Live 30 minute breakdowns of real sales tactics in action.
- Toolkits: Templates, scripts, and playbooks you can steal and use in sales cycles today.
- Newsletter: The most value-dense sales newsletter, stuffed with actionable tactics from elite sellers.
Dramatically accelerate your career and earning potential by mastering your tech stack, stealing tactics from the best and clearing garbage from your calendar.

Zero theory or mindset discussions here; just actionable sales tactics that will win you deals today.

Earlier this week, I received a message from a potential customer about their experience with our newest salesperson.  
Makenna Turner joined us with only ~3 months of closing experience. 

-She finished December at 280% of her number. 

-Every week, she listens to a new 30MPC podcast and brings ideas to implement into how we sell. 

-She's always on time, prepared and professional.

-She booked 7 outbound meetings last week(!), despite managing a full pipeline. 

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It's been really fun to build out our sales team at 30 Minutes to President's Club. 

For years, I sold every deal we closed. It's getting really really fun seeing Makenna and Alex Murphy hit their stride. 

I'm hiring multiple AEs for my LA team. 

Want to join us? 

DM me.

Building the #1 Revenue Media platform in the world at 30 Minutes to President's Club

I did NOT book a meeting on this one. 

Here's my self-evaluation: 


What went well
✅ Tailored permission opener earned me the right to pitch
✅ My problem proposition was solid IMO 
✅ Even though I got rejected, I TRIED to get him to open up more by asking "𝘸𝘢𝘴 𝘪𝘵 𝘫𝘶𝘴𝘵 𝘺𝘰𝘶'𝘥 𝘯𝘦𝘷𝘦𝘳 𝘩𝘦𝘢𝘳𝘥 𝘰𝘧 𝘶𝘴 𝘰𝘳 𝘥𝘪𝘥 𝘮𝘺 𝘱𝘪𝘵𝘤𝘩 𝘴𝘶𝘤𝘬?"

What didn't go well:
❌ Despite downloading content from our site, they claimed they never heard of us. That threw me off. 
❌ I wish I'd layered 1 more piece of relevance (sales team growing, public growth goals, new product launch, etc) to make my problem prop hit harder. 


What feedback would 𝗬𝗢𝗨 give me?

___

Team 30MPC held a LIVE cold call competition in our office the other week.

Twist: The A/C was broken and it was 90+ degrees. 

If you’ve never watched a cold call competition in a 92-degree room… now’s your chance....Full video on the 30 Minutes to President's Club YT channel dropped today!

In partnership with Jen Allen-Knuth + Gong's data science team, we analyzed ~1M deals for insights around selling to the C-Suite. 
The data highlights: 

⛔ Presenting ROI = 27% decrease in win rates. 

⛔ Slide decks on a 1st call = 17% decrease in win rates. 

⛔ Asking more than 14 questions on a call = decrease in win rates. 
(Get your questions answered via prep calls with their team. Execs prefer insight-led discovery.)

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❇️ Bring YOUR execs to meet w/ their execs = 204% increase in win rates.

❇️ 3+ people from YOUR team involved in the deal = 50% increase. 

❇️ Don't push for a meeting with their C-Suite too early. Data showed that the 3rd call with an account was the best time to get their execs involved.

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Want the full data & insights report? 
--> Click the "visit my website" button on my profile. 

Want to master selling to the C-Suite? 
--> 30 Minutes to President's Club has partnered with Jen Allen-Knuth on a multithreading & exec selling course! Launches late Feb!

In my team's weekly sales training this week, we talked about ways we can better control the chaos of being a full-cycle seller.
Some strategies we landed on:

1. Block the first 90 minutes of each day for outbound prospecting. If we get it out of the way early, we don't have to think about it the rest of the day. 

2. If a prospect asks to meet during one of our prospecting blocks, we can politely suggest a different time. A little scheduling friction is better than an erratic calendar. 

3. Try to group all our customer meetings between 11 and 3. Use the AM for prospecting, but keep early afternoon when we're still moderately fresh for customers. 

4. Do all our admin work (recap emails, contract processing) at EOY. We don't really need a fresh brain for this stuff relative to customer-facing work. 

5. If the ONLY time a customer can meet is during our prospecting hours, it's OK to schedule then, but find a way to make up those lost prospecting hours later in the day. 

6. Try to group similar activities. Ex. put all our customer meetings in the same general window so you only have to get in that headspace 1x. Bouncing back and forth between different headspaces drains brainpower.

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What other strategies would you suggest my team adopt?

This small tweak makes your permission-based opener stand out. 

Try this:

Before you ask permission to pitch, tell them the "trigger" that prompted you to call them in the first place. 

"𝘔𝘢𝘳𝘤𝘶𝘴, 𝘐 𝘫𝘶𝘴𝘵 𝘳𝘦𝘢𝘥 𝘢𝘣𝘰𝘶𝘵 𝘵𝘩𝘦 𝘯𝘦𝘸 𝘰𝘧𝘧𝘪𝘤𝘦 𝘰𝘱𝘦𝘯𝘪𝘯𝘨 𝘪𝘯 𝘛𝘢𝘤𝘰𝘮𝘢. 𝘐'𝘮 𝘨𝘰𝘯𝘯𝘢 𝘣𝘦 𝘩𝘰𝘯𝘦𝘴𝘵, 𝘵𝘩𝘪𝘴 𝘪𝘴 𝘢 𝘤𝘰𝘭𝘥 𝘤𝘢𝘭𝘭, 𝘣𝘶𝘵 𝘪𝘵 𝘪𝘴 𝘢 𝘸𝘦𝘭𝘭-𝘳𝘦𝘴𝘦𝘢𝘳𝘤𝘩𝘦𝘥 𝘰𝘯𝘦...𝘔𝘪𝘯𝘥 𝘪𝘧 𝘐 𝘵𝘢𝘬𝘦 𝘩𝘢𝘭𝘧 𝘢 𝘮𝘪𝘯𝘶𝘵𝘦 𝘵𝘰 𝘴𝘩𝘢𝘳𝘦 𝘸𝘩𝘺 𝘵𝘩𝘢𝘵 𝘰𝘧𝘧𝘪𝘤𝘦 𝘰𝘱𝘦𝘯𝘪𝘯𝘨 𝘱𝘳𝘰𝘮𝘱𝘵𝘦𝘥 𝘮𝘦 𝘵𝘰 𝘤𝘢𝘭𝘭 𝘺𝘰𝘶?"

--

The key here is to lead with context related to a problem you solve, instead of any random piece of information (like their alma mater).

Struggling for ideas? These might help:

-Job postings
-Product launches
-Interview they did in the last year ("I just finished listening to") 
-Teammate they hired 
-Rebrand
-Case study on their site 
-Going to/went to conference/event

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If you want this full episode, it's on the 30 Minutes to President's Club YT channel!

Direct quote from Jen Allen-Knuth's LinkedIn post this morning that I'd like to add to:
“[𝘗𝘢𝘳𝘵 𝘰𝘧] 𝘸𝘩𝘺 𝘰𝘶𝘵𝘣𝘰𝘶𝘯𝘥 𝘪𝘴 𝘴𝘰 𝘵𝘰𝘶𝘨𝘩 𝘪𝘴 𝘵𝘩𝘢𝘵 𝘮𝘰𝘴𝘵 𝘴𝘦𝘭𝘭𝘦𝘳𝘴 𝘩𝘢𝘷𝘦𝘯’𝘵 𝘣𝘦𝘦𝘯 𝘦𝘹𝘦𝘤𝘴. 𝘞𝘦 𝘥𝘰𝘯’𝘵 𝘨𝘦𝘵 𝘯𝘦𝘢𝘳𝘭𝘺 𝘢𝘴 𝘮𝘶𝘤𝘩 𝘰𝘶𝘵𝘣𝘰𝘶𝘯𝘥 𝘢𝘴 𝘦𝘹𝘦𝘤𝘴 𝘥𝘰. 𝘚𝘰, 𝘸𝘦 𝘥𝘰𝘯’𝘵 𝘴𝘦𝘦 𝘵𝘩𝘦 𝘱𝘢𝘵𝘵𝘦𝘳𝘯𝘴 𝘢𝘯𝘥 𝘵𝘦𝘭𝘭𝘴 𝘵𝘩𝘦𝘺 𝘤𝘢𝘯 𝘴𝘱𝘰𝘵 𝘪𝘯 𝘢𝘯 𝘪𝘯𝘴𝘵𝘢𝘯𝘵.”

If you are a sales leader, one way that you can help your sellers write better prospecting emails is to:

1. Share GOOD sales emails you get. One of my first sales leaders would always do this and it really impressed upon me me how creativity and pattern breaks often are the best way to cut through the noise. 

2. Help your sellers identify the common "tells" of a sales email. These are things like:

- Pitching in the subject line 

- Fake pleasantries like "I hope you're well!"

- Introducing yourself in the email 

- Fake personalization with NOTHING to do with your pitch. You have to find a way to relate the two. Kyle Coleman calls this the "Art of the Segue".

- Asking for a "quick" call. 

- Tossing a lazy Calendly link at your prospect. 


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30 Minutes to President's Club partnered with with the brilliant Jen Allen-Knuth on a fun/educational 20-minute Cold Email Elimination video today.

We had our team draft 5 different cold emails for The Farmer's Dog that follow common cold email patterns. 

Jen broke down their subject lines, pitch, tonality and CTAs to crown a winner. 

We just dropped the video today - catch it on the 30MPC YT page.

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