Best Nick Cegelski Podcasts (2025)

1
How to Manage Your Sales Pipeline Like a President’s Club Seller -- with 30mpc's Nick Cegelski 20:01

13d ago20:01

20:01

A messy pipeline doesn’t just frustrate your sales leader—it kills deals. When sellers don’t have a clear picture of where each opportunity stands, they waste time chasing the wrong prospects, struggle to forecast accurately, and ultimately lose revenue. So why isn’t pipeline hygiene every team’s top priority? Because it takes time, discipline, and…

1
Self-reliant sourcing with Nick Cegelski and Allie Brotherton 38:13

19d ago38:13

38:13

In this episode of Bold Calling, Adam Sockel sits down with Allie Brotherton, Senior Sales Manager at Orum, and Nick Cegelski, co-host of 30 Minutes to President’s Club and co-author of Cold Calling Sucks and That’s Why It Works. Together, they dive into the increasingly critical topic of self-sourcing for account executives. From actionable tips t…

1
Stop Hiring the Wrong People, Use This Interview Structure Instead | Kevin "KD" Dorsey | Ep. 287 (Lead) 40:52

3d ago40:52

40:52

FOUR ACTIONABLE TAKEAWAYS Interview Kits for Prep: Send candidates an interview kit outlining expectations, key questions, and details on interviewers. Poor answers indicate lack of prep or poor fit. Evidence-Based Questions Only: Avoid hypotheticals. Ask for proof of past performance (P.O.P.) to assess real experience and capabilities. Screening V…

1
The AI Playbook for Sales: How to Book More Meetings & Close More Deals With AI | Jake Dunlap | Ep. 286 (Sell) 42:48

5d ago42:48

42:48

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS ChatGPT Research Triangle: Before outreach, prompt ChatGPT with the industry (including sub-industry), job title, and your product’s value. This ensures messaging aligns with trends relevant to the prospect. Use Industry Jargon: Ask ChatGPT for insider terminology that VPs in specific industries use. This makes …

1
Calling with context with Ernest Owusu and Daisy Chung 32:34

5d ago32:34

32:34

In this episode of Bold Calling, host Adam Sockel is joined by two industry heavyweights—Daisy Chung from Orum and Ernest Owusu from 6sense—to break down why context matters in cold calling. They share insights on using intent data, personalization, and AI-driven automation to drive better conversations and higher conversion rates. 🚀 Key takeaway: …

1
Using Intent Signals in Cold Outreach | Florin Tatulea | 30MPC Hall of Fame 35:34

6d ago35:34

35:34

ACTIONABLE TAKEAWAYS: Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach. Call Blitz Culture: Multiple weekly call blitzes with a virtual sales floor create a high-energy, team-building cold calling environment. Effective Personalization: Don’t rely on signals alone; comb…

1
How to Fix a Broken Sales Org in 90 Days | Kevin "KD" Dorsey | Ep. 285 (Lead) 41:45

10d ago41:45

41:45

FOUR ACTIONABLE TAKEAWAYS Focus on High-Impact Problems: Prioritize fixing widespread issues over the loudest complaints. High-volume problems drive more meaningful change than squeaky-wheel issues. Leverage 2x Multipliers: Target improvements that can double key metrics rather than marginal gains. Align leadership early so they understand why othe…

1
How to Open & Close More Deals With Key Accounts | Maddy Jackson | Ep. 284 (Sell) 41:10

12d ago41:10

41:10

ACTIONABLE TAKEAWAYS: Permission-Based Introduction: Identify an executive, then request an intro to their top lieutenant by tying outreach to an executive-level metric they care about. Funding Intent Matters: Don’t just track funding announcements—dig into how the company plans to use the money and align outreach to support that goal. AE & SDR Acc…

1
How to Protect Your Pricing | Johnny Larson | 30MPC Hall of Fame 41:48

13d ago41:48

41:48

ACTIONABLE TAKEAWAYS Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better. Phased Approach: When price matters, propose only the essentials for day one to make your quote smaller and easier to accept. Timeline Stack: Identify key timeline drivers, like contrac…

1
How to Build the Perfect Sales Team, Role by Role | Mark, Nick, & Armand | Ep. 283 (Lead) 55:13

17d ago55:13

55:13

Nick, Armand, and Mark Kosoglow talk through how and when you should make different sales hires as your sales team grows. ACTIONABLE TAKEAWAYS: Hire Builders First: Early sales hires should create processes, while later hires follow them. CEO Sales Involvement: Founders should sell until they define the product and process, then transition to AEs. …

1
No Champion, No Deal: How to Find and Develop Champions | Krysten Conner | Ep. 282 (Sell) 40:50

19d ago40:50

40:50

ACTIONABLE TAKEAWAYS: Align Messaging to Roles: End users want simplicity, managers focus on team metrics, and execs care about goals and risk. Match your message accordingly. Use Credible Content: Share third-party sources like Gartner or HBR instead of only company case studies to build trust. Amplify the Problem Early: Send data or insights high…

1
How (And When) to Hire a Marketing Agency vs. In-house -- with Brianna Doe 15:22

20d ago15:22

15:22

Hiring your first marketing agency? Get prepared now. In this episode of Closing Time, we break down everything you need to know before making the leap—like when it’s the right time to bring on outside help, how to choose between full-service or boutique agencies, and the key questions you should ask during the selection process. What’s the tipping…

1
Tonality in Sales | Jeremy Miner | 30MPC Hall of Fame 41:05

20d ago41:05

41:05

ACTIONABLE TAKEAWAYS: Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosity. Slow Down Your Questions: Asking questions too quickly leads to poor answers. Slow down the second half of your question to give prospects time to thin…

1
How to Train Teams on Discovery That Digs Deeper and Closes Bigger | Eleanor Dorfman | Ep. 281 (Lead) 39:46

24d ago39:46

39:46

ACTIONABLE TAKEAWAYS: Ban Product-Specific Language: Prohibit product-focused terms like "roles-based access" in deal reviews. Instead, prompt reps to explore the customer’s "why" behind their needs, driving better customer questioning and understanding. Tie Incentives to Certifications: Require reps to complete critical certifications (e.g., disco…

1
The Ultimate 5 Stage Sales Process to Speed Up Your Deals | 30MPC Playbook (Sell) 54:09

26d ago54:09

54:09

Nick and Armand break down the perfect 5 stage sales process to get your deals closed fast. Stage 1 Problem Agreement: Ensure both parties align on the problem being solved before moving forward. Stage 2 Solution Agreement: Confirm the solution addresses the agreed problem effectively. Stage 3 Power Agreement: Secure buy-in from decision-makers and…

1
Discounting Dangers: How to Keep Deals Moving Without Discounting in B2B Sales 24:11

27d ago24:11

24:11

Discounting in B2B sales is one of the quickest ways to erode trust and credibility—so why does it happen so often? In this episode of Closing Time, John Barrows, CEO of JB Sales Training and author of I Want to Be in Sales When I Grow Up, breaks down why proactive discounts often do more harm than good, how they devalue your offering, and why they…

1
Winning Competitive Deals | Jason Bay | 30MPC Hall of Fame 40:28

27d ago40:28

40:28

ACTIONABLE TAKEAWAYS: In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it. Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors. When prospects compare you to competitors, suggest spe…

1
The Sales Leader SKO Survival Guide | JD Miller | Ep. 280 (Lead) 40:44

1M ago40:44

40:44

FOUR ACTIONABLE TAKEAWAYS: Name Badge Optimization: Design name badges with legible names and role-based color coding. Bonus: add a fun fact to encourage interaction and make glancing at the badge feel natural. Post-SKO Follow-Up Plan: SKO momentum fades quickly. Implement a follow-up plan within days to sustain energy and carry it into the sales y…

1
Nurturing beyond the sequence 41:04

1M ago41:04

41:04

Welcome to the latest episode of Bold Calling, Orum's award-winning podcast. Today, we're explore modern demand generation and the art of nurturing leads effectively with two demand generation leaders: Sarah Reece, Head of DemandGen at Orum, and Chris Miller, Head of DemandGen at Warmly. Key Topics Covered: 1. Redefining Nurturing Sarah’s hot take:…

1
How to Reframe Objections as Strengths | David Rosenstein | Ep. 279 (Sell) 40:15

1M ago40:15

40:15

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, yo…

1
Lights, Camera, Sell: Finding Success with Video Prospecting in 2025 (Plus Tips From Improv Comedy) -- with Chris Bogue 18:33

1M ago18:33

18:33

Still waving a whiteboard in desperation on your sales videos? Or kicking off with a screen share in your intro? Let’s leave those habits in 2024. Chris Bogue, sales coach and author of The Complete Guide to Selling on Video, believes video is a goldmine for storytelling and connection—if done right. In this episode of Closing Time, Chris shares ac…

1
How To Actually Challenge Customers | John Barrows | 30MPC Hall of Fame 39:00

1M ago39:00

39:00

Join John's Newsletter FOUR ACTIONABLE TAKEAWAYS Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to hear to earn another meeting with your full attention?" Focus on that. Lead with a hypothesis: Instead of asking generic discovery questions, start with a hypothesis about their priorities ba…

1
The No-Exception Rule That Every Sales Leader Needs to Adopt ASAP | Eleanor Dorfman | Ep. 278 (Lead) 42:53

1M ago42:53

42:53

ACTIONABLE TAKEAWAYS: SPFs for Short-Term Change: Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework. Strict Holdover Rules: Allow one quarter for closing open opportunities after a territory change if they’re past stage two. No exceptions ensure fairness and consiste…

1
The Problem Proposition (Tone + Real Call Reviews) | Cold Calls to President's Club Course Preview Part 2 13:40

1M ago13:40

13:40

The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10): https://clubpass.30mpc.com/cold-calls-to-presidents-club Actionable Takeaways The biggest mistake in The Problem Proposition: going through the motions instead of joining the pain. Join the ridiculousness of the triggering problem. Almost brush over your one-sentence solution.…

1
The Problem Proposition (Methodology) | Cold Calls to President's Club Course Preview Part 1 17:21

1M ago17:21

17:21

The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10): https://clubpass.30mpc.com/cold-calls-to-presidents-club Actionable Takeaways No Value Propositions. Buzzwords make you sound like a telemarketer, and benefits fall flat without the context of a problem. Triggering Problem. Instead, lead with a problem so specific that it trig…

1
Why Most Salespeople Fail at Discovery Calls (And How To Fix It) | Mark Nietzel | Ep. 277 (Sell) 40:34

1M ago40:34

40:34

ACTIONABLE TAKEAWAYS: Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome. Dangle the Carrot: Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery po…

1
How to Get SaaS Pricing Right (and What Most Companies Get Wrong) -- with Bill Wilson 20:34

1M ago20:34

20:34

Pricing a SaaS offering is probably the hardest issue most leadership teams will tackle. In this episode of Closing Time, we sit down with Bill Wilson, founder and CEO of Pace Pricing, a B2B SaaS pricing consultancy. Bill brings his expertise to unpack the complexities of SaaS pricing, from determining who within an organization should own pricing …

1
Product Roadmap: Q1 2025 (Club Pass, New Club Member, Pipe Gen Teardowns) 13:33

1M ago13:33

13:33

RESOURCES DISCUSSED: Club Pass (Course & Community) Johnny Larson (New Club Member) Johnny's Past Episodes: Episode 1 Episode 2 Episode 3 Q1 Tactic Teardowns (Sales Nav, Pitch Script)By Armand Farrokh & Nick Cegelski

1
How to Measure Sales Team Metrics Without Micromanaging | John Sherer | Ep. 276 (Lead) 40:09

2M ago40:09

40:09

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS: Simplify Dashboards: Skip filters and create pre-built reports for dashboards. It saves time and provides clearer insights without extra clicks. Trim CRM Fields: Remove unused CRM fields. If you’re not reporting on them or they’re filled with junk data, they’re just slowing you down. Analyze Mature Pipeline: Fo…

1
The Top 15 Tactics from 2024 25:25

2M ago25:25

25:25

The top 15 sales tips shared on the podcast in 2024 (full episodes linked below) Prospecting Best Practices: "That's Exactly Why I Called" Response: Use objections as a reason to keep the conversation going (Sara Uy) Presuppose the Problem: Start with, "You've probably looked into X before, huh?" to reduce sales pressure and uncover nuance (Josh Br…

1
How to Ask BETTER Sales Questions | Charles Muhlbauer | 30MPC Hall of Fame 10:29

2M ago10:29

10:29

Enjoy this clip from episode 247 w/ Charles Muhlbauer ACTIONABLE TAKEAWAYS Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact Find out if the problem is known and cared about across the company or just by one person Ask easy, non-pushy questions lik…

1
Key Traits to Look for in Elite Sales Reps | Andrew Johnston | Ep 275 (Lead) 40:39

2M ago40:39

40:39

ACTIONABLE TAKEAWAYS Prioritize Storytelling: Assess storytelling skills during interviews and coach reps on it. It's a foundational human communication skill that drives sales success. Evaluate Questions Asked: Learn as much from the questions a rep asks as you do from their answers. It reveals their curiosity and understanding. Mock Pitch Prepara…

1
How to Run a Perfect Proof of Concept | Deren Rehr-Davis | Ep 274 (Sell) 40:45

2M ago40:45

40:45

ACTIONABLE TAKEAWAYS Leverage POC Momentum: Initiate vendor review at the POC’s peak excitement. Parallel process legal and finance steps to accelerate the deal. Involve Executives in POCs: Require VP-level involvement for POCs. Share examples of risks when executives are excluded to build alignment and trust. Confirm POC Entry Criteria: Secure pro…

1
The Ultimate Multichannel Sales Framework | Sara Uy | 30MPC Hall of Fame 35:52

2M ago35:52

35:52

FOUR ACTIONABLE TAKEAWAYS If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes. When you feel the conversation winding down, go straight to asking for the meeting to increase your chances of booking it. After sending a LinkedIn video, start by ask…

1
Building a Bulletproof Sales Forecast | Taylor Wilding | Ep 273 (Lead) 40:40

2M ago40:40

40:40

Get your forecasting resources ACTIONABLE TAKEAWAYS Commit Deal Essentials: Reps must report four details for commit deals: dollar amount, close date, economic buyer, and their engagement. If not engaged, share the plan to involve them. Three Forecast Methods: Use a top-down pipeline view, a bottoms-up deal analysis, and AI tools for better forecas…

1
How to Spot Deals You’ll Actually Close | Johnny Larson | Ep 272 (Sell) 37:58

2M ago37:58

37:58

ACTIONABLE TAKEAWAYS Streamline Proposals: Remove unnecessary features to cut costs and stand out from competitors with bloated quotes. If prospects need a feature, they’ll request it, giving you control to reintroduce it strategically. Ask Questions on RFPs: Use RFP responses to ask about priorities and requirements, opening the door for discovery…

1
Don’t Just Start Another B2B Podcast—Turn It Into a Media Brand for Real ROI -- with MarTech's Ben Shapiro 18:26

2M ago18:26

18:26

No matter your industry, media isn’t optional—it’s essential to your go-to-market strategy. Think launching a B2B podcast is enough to check the media box? Think again. In this episode of Closing Time, Ben Shapiro, founder of I Hear Everything, explains why businesses need to think bigger. Discover how to use media as a strategic channel—just like …

1
30 Minutes of Advanced Negotiation Strategies | Spencer Ivey | 30MPC Hall of Fame 39:04

2M ago39:04

39:04

FOUR ACTIONABLE SALES TAKEAWAYS During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions Consultant. Make your effort visible to prospects when working on the business case. Let them know you're actively involved and invite collaboration, …

1
The Science of Sales Training & What Top Teams Do Differently | 30MPC Playbook (Lead) 34:28

2M ago34:28

34:28

Mark and Armand walk through the steps needed to provide effective ongoing training to your sales team. ACTIONABLE TAKEAWAYS Use a capability & cognitive load matrix to decide what to focus your training on The best person for the job to be running that training and sales enablement is the most respected rep or manager on the team Train your manage…

1
How I Went From Flat Broke to Closing 7-figure Deals | Johnny Larson | Ep 271 (Sell) 41:49

2M ago41:49

41:49

ACTIONABLE TAKEAWAYS Ask for Competitor Proposals: If a prospect cites competitor pricing, request their proposal to directly compare offerings and address discrepancies. Rank Negotiation Priorities: When prospects negotiate on multiple factors, ask them to prioritize what matters most, then focus concessions on top-ranked items. Meet Two Key Prici…

1
Your CRM Buying Guide: Avoiding Pitfalls, Planning for Growth, and Driving Adoption -- with CRM consultant Jason Kramer 16:38

2M ago16:38

16:38

Few decisions shape your business quite like choosing a CRM. That’s why you need a solid CRM buying guide to steer you clear of the pitfalls. Meet Jason Kramer, Founder and CEO of Cultivize, a CRM consultancy. In this episode of Closing Time, Jason shares the must-ask questions to ensure your CRM fits your needs today—and scales with you tomorrow. …

1
Finding Business Level Pain Execs will ACTUALLY Care About | Maddy Jackson | 30MPC Hall of Fame 39:27

2M ago39:27

39:27

FOUR ACTIONABLE TAKEAWAYS Explore two types of impact with your prospect: hard metrics (e.g., hours spent, money lost) and soft impact. Address pain points in other departments to accelerate deals and improve win rates. Turn situations into problems by asking questions that highlight known pain points with competitors. If ghosted late in the deal c…

1
No BS Advice to Build Company Culture in 2025 | Steph Jenkins | Ep 270 (Lead) 39:39

2M ago39:39

39:39

ACTIONABLE TAKEAWAYS: Uncover what’s not working: Use varied questions in one-on-ones, like “If you had a magic wand, what would you change?” or “Where have we let you down in the sales cycle?” to surface actionable feedback. Run radical candor sessions: Gather reps for skip-level feedback on their manager. Facilitate discussions on what the manage…

1
It's time to Hop(p) on the damn phone! 29:27

2M ago29:27

29:27

On this week's episode of the award winning Bold Calling podcast, host Adam Sockel sits down with Kevin Hopp, founder of Hopp Consulting Group and CEO of Calling Culture, to discuss why cold calling remains a powerful tool in a world obsessed with automation and AI. Kevin shares his candid insights on the current state of sales development, debunki…

1
How to Close 90% of Leads Without a Single Cold Call | Vin Matano | Ep 269 (Sell) 37:39

3M ago37:39

37:39

ACTIONABLE TAKEAWAYS: Leverage Twitter for Outreach: Use X (formerly Twitter) creatively to direct prospects to your personalized email. Vin records and tweets videos at CMOs to grab their attention. Smart Follow-Up Strategies: If emails aren’t opened, start a new thread. If they’re being opened, reply to the same thread to keep your outreach effor…

1
Why Fractional Sales Leadership Could Be Your Next Big Career Move -- with Louie Bernstein 14:31

3M ago14:31

14:31

Is fractional sales leadership right for you? In this episode of Closing Time, LinkedIn Top Voice and fractional sales leader Louie Bernstein shares what it takes to succeed in this unique role. Louie covers the essentials, from finding clients to setting contract terms and pricing engagements. Plus, he dives into the highs and challenges of the jo…

1
Master Parallel Selling Strategies to Speed Up Every Deal | Samantha McKenna | 30MPC Hall of Fame 38:54

3M ago38:54

38:54

ACTIONABLE TAKEAWAYS: Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction Schedule multiple next steps simultaneously if they're not dependent on each other to accelerate the deal. Determine whether the prospect will present, ask, or inform the board about the purchase, and prepare accordingly. Ask …

1
268 (Lead) How To Run a "Land & Expand" The Right Way (Eleanor Dorfman, ReTool) 39:00

3M ago39:00

39:00

ACTIONABLE TAKEAWAYS: Segmented Team Structure: Down-market teams focus on landing new logos, passing them to expand teams, while up-market AEs handle both acquisition and expansion with retention-based comp. Enterprise Sales Strategies: Use top-down (sell wall-to-wall) or land-and-expand approaches, with the latter yielding higher LTV by scaling t…

1
267 (Sell) How to Use AI for Prospecting Executives (Kyle Coleman, Copy.ai) 40:35

3M ago40:35

40:35

ACTIONABLE TAKEAWAYS: Identify Strategic Initiatives: Focus on big company bets that are close to revenue, such as IPOs, international expansions, or mergers and acquisitions. Double Personalize Outreach: Combine company-specific observations with industry trends to create messaging that feels hyper-relevant. Build a Strategic Research Framework: C…

1
Hall of Fame: Steven Bryerton 39:38

3M ago39:38

39:38

FOUR ACTIONABLE TAKEAWAYS Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question. Ask your prospect what they discuss in internal meetings to tailor your pitch to resonate with their executive team. Avoid showing too much software to prevent prospects from associat…

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