Afleveringen
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๐ Save $100 — Get the discovery course for just $199 (ends this Friday!) ๐
https://www.30mpc.com/course/discovery-course
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Master the structure, questions, and flow of high-impact discovery calls
ACTIONABLE TAKEAWAYS:
Keep It Simple with a 3x3 Framework: Break the discovery call into three sections (agenda, meat, next steps), each with three core moves. This keeps reps oriented and avoids overwhelming them with 57-point checklists.
Teach What to Get, Not Just What to Ask: Don't just train reps on questions. Teach them the four layers of discovery: situation → operational problem → executive problem → business impact. When they know where they’re going, they can improvise better questions.
Use Repetition to Lock It In: Roll out discovery training in small chunks (preferably 2–3 sessions). Reinforce it weekly through tape reviews, roleplays, and pipeline reviews to evolve reps from 101 → 201 → 301 level skills.
Discovery Trees Should Evolve Over Time: Start with a few problem trees, then refine them through live calls and team feedback. Your trees get "seasoned" over time—just like cast iron—with real examples, new objections, and better talk tracks. -
Want more? Join the 30MPC Discovery Course TODAY and get first dibs: https://clubpass.30mpc.com/discovery-course
YouTube video version: https://www.youtube.com/watch?v=y0H6G7toc9s
ACTIONABLE TAKEAWAYS:
Structure Your Call in 3 Parts: Great discovery calls have three distinct chapters—(1) the first five minutes to establish credibility and set your PPO agenda (Purpose, Plan, Outcome), (2) the next 20 minutes to uncover meaningful problems while building trust, and (3) the last five minutes to run your Five Minute Drill and determine if it’s worth setting a next step.
Use Discovery Trees to Guide Questions: Map out your prospect’s problems in four layers—situation, operational pain, executive problem, and business impact. Use simple transitions like “so what?” to climb down the tree, and reverse it when execs start with big priorities. Don’t just ask questions—build a roadmap first.
Balance Give and Take: If you only ask questions, you’re interrogating. Use playbacks, pile-ons, praise, and parallel stories to add value throughout the call and build trust. Use vertical questions to go deeper on one topic instead of jumping all over the place.
Run a Tight Five Minute Drill: In the last five minutes, validate if they want to solve the problem, when they want to solve it, and how they buy. Suggest the timeline and buying process based on what you’ve seen work—not what they think they should do. If they’re serious, schedule the next step while you’re still on the call. -
Zijn er afleveringen die ontbreken?
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๐ The discovery course is here and only $199 until Friday (then $299) ๐
https://www.30mpc.com/course/discovery-course
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Discovery Call Review: Talk Tracks & Tactics From A Top 1% Rep ft. Armand Farrokh, Makenna Turner, and David Rosenstein
https://tactics.30mpc.com/real-discovery-call-review-talk-tracks-tactics-from-a-top-1-rep
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7-Figure Sales Secrets: How to Close Your Biggest Deal in 2025 ft. Jason Bay and Jonathan Larson
https://tactics.30mpc.com/7-figure-sales-secrets-how-to-close-your-biggest-deal-in-2025
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How to Run Sales 1:1s and Coaching Sessions (That Don't Suck) ft. Kevin Dorsey
https://tactics.30mpc.com/how-to-run-sales-1-1s-and-coaching-sessions-that-dont-suck
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How to Break into ENT Accounts with (Non-Cringey) AI Emails ft. Mark Kosoglow
https://tactics.30mpc.com/how-to-break-into-enterprise-accounts-with-non-cringey-ai-emails
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Discovery Trees: Your Blueprint Uncover Massive Business Problems
https://tactics.30mpc.com/create-your-own-discovery-tree-with-examples
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7 Discovery Questions That Don't Feel Like Sales Questions
https://tactics.30mpc.com/7-discovery-questions-that-dont-feel-like-sales-questions
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Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course
FOUR ACTIONABLE TAKEAWAYS
Run firmographic sprints with customer interviews. Ask about headwinds/tailwinds, KPIs, where they learn, and which sales emails stand out to better understand their world.
Prep customers before training sessions. Make it clear their job is to teach the buyer’s world—not give a product testimonial—so reps get true industry insight.
Structure sprints for learning and sharing. Start with external education, then shift to reps sharing industry insights weekly to build confidence and fluency.
Use recognition over cash to motivate. A visible $100 spiff with scarcity and public praise was more effective than a quiet commission boost. Recognition > raw dollars.
PATH TO PRESIDENT’S CLUB
Founder, Speaker, & Workshop Leader @ Sales Melon
Author (The Transparency Sale & The Transparent Sales Leader)
Managing Director @ VentureScale
Chief Revenue Officer @ PowerReviews
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course
FOUR ACTIONABLE TAKEAWAYS
Assume your buyer has 60 seconds to pitch your product internally. When sending recaps or justification materials, skip the deck—send 2–3 crisp bullets that clearly communicate the top reasons to buy.
Reset the agenda mid-call if needed. If a buyer jumps straight into content or things go off the rails, pause and suggest how to best use the remaining time. This keeps the call focused and productive.
Use a “vibey demo” to open, then do deeper discovery later. Morgan starts with a product overview to spark curiosity, then uses the second call to dig into what resonated and why—leading to richer discovery.
Reverse-engineer problems from product interest. When a buyer reacts positively to a feature, follow up with, “People usually want that because they’re struggling with X or Y—what’s going on in your world?”
PATH TO PRESIDENT’S CLUB
Strategic Account Director @ Pave
Enterprise Account Executive @ Pave
Healthcare & Life Science Account Executive @ Carta
Client Strategist @ PwC
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course
FOUR ACTIONABLE TAKEAWAYS
Your growth ICP might differ from your new business ICP: New Biz = CRM, but Growth is all about whitespace. Growth isn’t just about net new—it’s about expanding within. Think users, not logos.
How are customers already interacting with your company:Take advantage of support. Train your support team on upsell triggers – chat, email, drift. Example: How can I do more emailing in the tool? Marketing automation.
Big Deal Review: Double ACV Through Team Selling. Want bigger deals? Put more eyes on them. Biweekly Reviews: 2 AEs present deals to VP, peers, SEs. Open discussion. Team Selling in Action: Everyone contributes—challenges, ideas, strategy.
Weekly Round table: Start weekly team meetings with open sharing. Surfacing challenges early helps you prioritize and tackle what matters most.
COURTANY'S PATH TO PRESIDENT’S CLUB
Director, Growth Sales @ Unbounce
Director of Growth Sales @ Insightly
Sales Manager, Growth @ Insightly
Senior Account Executive @ Insightly
Corporate Account Executive @ UserTesting
RESOURCES DISCUSSED
Read: Join our weekly newsletter
Steal: Templates, drips, scripts -
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course
FOUR ACTIONABLE TAKEAWAYS
Demo with KPIC + Make Them Hold It: Tie each feature to a known problem and impact, then ask how they'd use it to make the solution tangible and relevant.
Use “Assuming We Can…”: Frame your solution as a possibility to lower defenses. This pulls the prospect in and gets them imagining success without feeling sold to.
Reference Problem Children: Personalize the demo by naming specific team members or pain points, making it easier for the buyer to visualize solving their real-world problems.
Multithread with Purpose: Frame next steps as critical to their success, not yours—“To get you what you want, we’ll need Jane’s input too. How can we involve her?”
KD'S PATH TO PRESIDENT’S CLUB
CRO @ Finally
SVP of Sales and Partnerships @ Bench Accounting
Practice Lead, Revenue Leadership @ Winning by Design
VP of Inside Sales @ PatientPop Inc.
Head of Sales Enablement & Development @ ServiceTitan
VP of Sales @ SnackNation
RESOURCES DISCUSSED
Read: Join our weekly newsletter
Steal: Templates, drips, scripts -
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course
FOUR ACTIONABLE TAKEAWAYS
Establish a Clear Reference Policy: Without a structured reference policy, reference calls become chaotic, frustrating customers and reps alike. Set clear guidelines to manage them effectively.
Optimize the Time Between Meetings: Sales doesn’t just happen in meetings. Define clear steps for reps to take between meetings to maintain momentum and advance deals.
Leverage Your Network for Referrals: Take a list of active discovery calls, cross-reference with Sales Navigator, and identify referral opportunities from leadership, investors, and past customers.
Strategically Introduce Connections: If a referral is strong, facilitate an immediate intro. If weaker, have the AE use it as a warm door opener to build rapport before making the ask.
KELVIN'S PATH TO PRESIDENT’S CLUB
Sr Sales Manager @ Vitally.io
Sales Manager @ Vitally.io
Sales Manager @ Drift
Manager, Renewals & Account Management @ Drift
RESOURCES DISCUSSED
Read: Join our weekly newsletter
Steal: Templates, drips, scripts -
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course
FOUR ACTIONABLE TAKEAWAYS
Match Tonality to Questions: Tone discongruence kills trust. If your tone doesn’t match your question, prospects get skeptical. Adjust your delivery to align with the intent of your ask.
Don’t Push Economic Impact Too Soon: Mid-level managers may not care about bottom-line impact. Save deep financial discussions for decision-makers who influence the balance sheet.
Three Levels of Problem Questions: First, identify the problem. Second, uncover its effects. Third, quantify the impact in time or money to drive urgency.
Use Questions with Leads: Instead of open-ended asks, provide multiple-choice-style prompts. This makes answering easier and positions you as an informed advisor.
KD'S PATH TO PRESIDENT’S CLUB
CRO @ Finally
SVP of Sales and Partnerships @ Bench Accounting
Practice Lead, Revenue Leadership @ Winning by Design
VP of Inside Sales @ PatientPop Inc.
Head of Sales Enablement & Development @ ServiceTitan
VP of Sales @ SnackNation
RESOURCES DISCUSSED
Read: Join our weekly newsletter
Steal: Templates, drips, scripts -
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course
ACTIONABLE TAKEAWAYS:
Limit Pricing Options to Three: Offering more than three options overwhelms prospects. Present only the most relevant three to simplify decision-making.
Leverage Value-Add Incentives: Highlight low-cost-to-you, high-value items (like waived fees or extra features) to steer prospects toward larger packages.
Present Pricing with a Range: Start with a floor price and give a range based on factors, allowing flexibility while avoiding sticker shock.
Use Strategic Comparisons: Position your premium option near a slightly lower-tier offer to make it an attractive choice, while avoiding comparisons to much cheaper options.
BELAL'S PATH TO PRESIDENT'S CLUB
Founder @ LearnToSell.io
Head of Sales @ GTM Buddy
Enterprise Account Executive @ ClearBit
Head of Business Development @ BioIQ
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course
ACTIONABLE TAKEAWAYS:
Give Immediate Feedback: Don’t wait until later—debrief with reps right after a call while the details are fresh. Sales has lost this habit with back-to-back Zoom meetings, but it’s critical for development.
Create a Coaching Cadence: If you don’t set a structured coaching schedule, it likely won’t happen consistently. Define clear coaching sessions, including frequency and focus, to ensure real progress.
Structure Call Reviews: Block two hours weekly to review calls. Assign themes (e.g., discovery, negotiation), require reps to provide timestamps, and have them self-diagnose before your feedback.
Expand Practice Beyond Role Plays: Role plays aren’t the only way to improve. Have reps document key impact questions, map org charts for multithreading, or identify missing stakeholders in deals.
CHARLES' PATH TO PRESIDENTS CLUB
Founder @ Carroll Sales Consulting
VP of Enterprise Sales @ FullStory
Head of Enterprise & Strategic Sales @ Recurly
Sales Director @ NewsCred
RESOURCES DISCUSSED
Discovery Course
Join our weekly newsletter
Things you can steal -
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course
ACTIONABLE TAKEAWAYS:
Use Humbling Disclaimers: Preface tough questions with softening statements like, “I’m not quite sure how to ask this,” or “This might feel direct.” It lowers defensiveness and makes hard questions land better.
Dig Into Prospect Rumblings: Prospects often hint at problems rather than state them outright. Listen for vague concerns and use a humbling disclaimer to drill deeper into the real issue.
Refine Bucket Questions: Instead of stating, “Every CRO faces these three problems,” add nuance: “Many CROs I speak with mention challenges like…” This avoids defensiveness and keeps the conversation open.
Follow a Clear Flow: Get permission to ask questions, surface problems without assumptions, prompt for real examples, then use humbling disclaimers to quantify impact without making prospects uncomfortable.
CHARLES' PATH TO PRESIDENTS CLUB
Founder @ DiscoveryCoach.io
Sales Enablement Manager @ AlphaSense
Lead Revenue Enablement Manager @ CB Insights
Senior Sales Training Manager @ CB Insights
RESOURCES DISCUSSED
Discovery Course
Join our weekly newsletter
Things you can steal -
There is an extreme over-rotation in sales on setting next steps. Setting next steps is NOT always a good thing.
๐ Bad: Never setting next steps
๐ก Okay: Setting steps on every deal
๐ข Good: Setting steps on REAL deals
Instead, first determine if the deal is worth setting next steps with at all. Then, you should recommend the appropriate next step, but only if your prospects have proven that it's worth keeping them in your pipeline.
That's where the Five Minute Drill comes in: Three questions you can ask at the end of every single call to determine if and how you set a next step.
๐๐ฎ๐๐ฌ๐ญ๐ข๐จ๐ง 1: ๐๐จ ๐๐จ๐ฎ ๐๐๐ง๐ง๐ ๐๐ฎ๐ฒ?
If you can practice ONE THING, it's this. Any time you offer a demo, a pilot, a proposal, you are giving your time away to a prospect.
And that's fine. But only if you get something in return.
If you're investing more time with them, you should expect that they won't waste it and affirm that this is actually leading somewhere.
๐๐ฎ๐๐ฌ๐ญ๐ข๐จ๐ง 2: ๐๐ก๐๐ง ๐๐จ ๐ฒ๐จ๐ฎ ๐ฐ๐๐ง๐ง๐ ๐๐ฎ๐ฒ?
You can't properly suggest a next step until you understand their timeline to solve the problem we just agreed upon.
If they want to solve this problem in 3 weeks, we'll use their answer to drive far more urgency than if this weren't a problem to solve for 6 months.
๐๐ฎ๐๐ฌ๐ญ๐ข๐จ๐ง 3: ๐๐จ๐ฐ ๐๐จ ๐ฒ๐จ๐ฎ ๐ฐ๐๐ง๐ง๐ ๐๐ฎ๐ฒ.
Guess what, the last question isn't a question.
You should always suggest and confirm next steps because you've sold your software far more times than they've bought it.
Frame your ask in terms of their best interest, not yours. Based on what you learned in the first two questions: what is the next step you need to take to solve their problem by the time they want it solved?
And don't just suggest one next step, suggest next-next steps so they explicitly buy into a sales process, not a free 60 minute demo.
Full breakdown of the 5 minute drill: https://www.30mpc.com/newsletter/how-to-set-next-steps-in-sales-with-the-5-minute-drill
Join our weekly newsletter: https://hubs.li/Q02NJQ8p0
Things you can steal: https://linktr.ee/30mpc_youtube
#30Minutestopresidentsclub #30mpc -
ACTIONABLE TAKEAWAYS:
No Last-Minute Coaching: Avoid changing a rep’s game plan in the 30 minutes before a call. It signals distrust and forces them to scramble, leading to a worse outcome.
Stick to One Coaching Theme: Don’t introduce a new area of improvement after every call. Focus feedback on a consistent theme to drive real progress.
Align on Call Emotion: Before a discovery call, ask your rep how they want the prospect to feel. This sets the right tone and helps shape their delivery.
Know Your Role in Calls: As a manager, decide if you’re leading, coaching, or just reading the room. Adapt based on the rep’s experience level and the call type.
ALEX'S PATH TO PRESIDENT'S CLUB:
Founder & CEO @ Alluviance
Director of Sales Commercial @ Outreach
Director of Sales Corporate @ Outreach
Territory Account Executive @ Microsoft
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal -
Join the 30MPC Discovery Course waitlist TODAY and get first dibs + $25 off your first TWO months of Club Pass: https://clubpass.30mpc.com/discovery-course.
ACTIONABLE TAKEAWAYS:
Deflect Product Questions Early: When a prospect asks about your product upfront, redirect by asking what’s happening in their business that made them look in the first place. Avoid the trap of leading with features.
Reduce Technical Objections: If a prospect fixates on a small technical blocker, refocus on the bigger business problem. Aligning on major pain points can make minor technical concerns less of a deal-breaker.
Dig Beyond Surface Problems: Low win rates aren’t the real problem. The true impact is missing revenue targets, losing reps, or struggling to hit quota. Always tie issues to business consequences.
Identify the Root Cause Before Solving: Before proposing solutions, confirm the real problem, its impact, and the root cause. Then present your solution in a way that connects all three.
KEENAN'S PATH TO PRESIDENTS CLUB:
CEO @ A Sales Growth Company
Author of Gap Selling
VP of Sales @ 2Wire
VP of Sales @ Avaya
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
ACTIONABLE TAKEAWAYS:
Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion.
Ask Questions to Guide Next Steps: Use questions to guide the process without being pushy, keeping the prospect engaged.
Teach Process Over Just Problems: Beyond identifying issues, recommend processes (like a custom demo over a POC) to build trust.
Uncover Intent Behind Extra Steps: When extra steps are requested, ask what they aim to learn to suggest simpler options.
DAN'S PATH TO PRESIDENTS CLUB:
Senior Vice President of Global Sales @ Challenger
VP of Sales, Account Management @ Challenger
VP of Sales, Major Accounts @ Challenger
Managing Vice President, Sales & Community @ Evanta
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal -
PLAYBOOK TAKEAWAYS:
Aim for 70% attainment and 70% participation to create a winning culture.
Avoid feast-or-famine environments where only a few reps succeed.
Use historical data to set quotas based on pipeline, win rates, and deal size.
Every quota increase must be backed by an investment in pipeline, win rates, or deal size.
Revisit quotas once per year, unless there’s a massive skew in attainment.
Communicate quota changes with transparency and clear justification.
Avoid high attainment with low participation, which creates resentment and turnover.
Quota planning should be a business decision, not just a sales decision.
Keep top reps busy before adding more headcount to avoid diluting pipeline.
Simple, fair comp plans drive engagement and motivation.
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal -
FOUR ACTIONABLE TAKEAWAYS
Create a Not-To-Do List: Identify low-value tasks to eliminate instead of just adding more effort. Free up time for strategic activities like prospecting and closing.
Prioritize RGAs: Focus only on activities that create new pipeline or advance existing deals. Everything else is a distraction.
Enterprise Deal Timeline: Q1 is for building a POV and landing initial meetings. Q2 is for discovery and securing an executive sponsor. Q3 is for proposal, negotiation, and procurement. Q4 is for closing.
Rule of 100 for Enterprise Outreach: Target the top 20% of accounts with high potential. Reach out to 10 executives with at least 10 touches each—totaling 100 strategic touchpoints per account.
PATH TO PRESIDENT’S CLUB
Founder of Ian Koniak sales training/consulting
Strategic Account Director @ Salesforce.com
Director of Sales @ Ricoh
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Ian’s free training -
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 through business units first.
Deal Inspection Triggers: Monitor $50K deals at stage 3 for POCs and access to power, and stage 5 for mutual action plans and the paper process.
Consistent Review Rhythm: Reps update pipelines Monday, managers review Tuesday, deal reviews happen Wednesday, and Eleanor finalizes calls Thursday.
ELEANOR'S PATH TO PRESIDENTS CLUB:
Head of Sales @ Retool
Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment
Global Head of Commercial Renewals and Retention @ Segment
Head of Customer Success and Solutions engineering @ Clever Inc
RESOURCES DISCUSSED:๏ปฟ
Join our weekly newsletter
Things you can steal
๏ปฟ -
ACTIONABLE TAKEAWAYS:
Understand Rep Motivation: Identify what drives each rep—money, career growth, or exploration—then get their permission to push them toward that goal, laying the foundation for future coaching.
Call Out the Situation First: Before changing a rep’s behavior, acknowledge the dynamic at play so both parties are aligned. This prevents resistance and confusion.
Leverage Top Performers: Coach high performers by challenging them to reach the next level and putting them in the spotlight to lead trainings, reinforcing best practices for the team.
Coach in Buckets: Break down calls into sections and ensure reps get the fundamentals right before refining their style, making feedback more structured and actionable.
ALEX'S PATH TO PRESIDENT'S CLUB:
Founder & CEO @ Alluviance
Director of Sales Commercial @ Outreach
Director of Sales Corporate @ Outreach
Territory Account Executive @ Microsoft
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal - Laat meer zien
