Why Your Discovery Call Isn’t Finding Real Problems | Bite-Sized Tactics
30 Minutes to President's Club | No-Nonsense Sales19 Mai

Why Your Discovery Call Isn’t Finding Real Problems | Bite-Sized Tactics

Max Licht (Enterprise AE @ MaestroQA) breaks down his shadow-based discovery process. This technique goes beyond typical discovery calls, allowing you to witness firsthand where inefficiencies and bottlenecks are happening. 1. Identify the Painful Process - Research the customer's current workflow and tools (e.g., Excel, Salesforce) to understand the manual, time-consuming steps involved. - This reveals where inefficiencies exist, giving you a clear picture of the pain your solution can alleviate. It also helps you identify the "drag them through the glass" moments where the pain is most acute, which is critical for building urgency. 2. Set Up the Shadowing Session - Frame the shadow as a collaborative step to fully understand their process. Instead of just making claims, say something like, *“Before I make any promises, I want to fully understand your current reporting process to see where we can add the most value.”* - This approach shifts the focus from selling to problem-solving, making you a trusted partner rather than just a vendor. It also sets the stage for a more meaningful business case. 3. Conduct the Shadow - Watch the prospect use their current tools and processes. Take notes, capture screenshots, and pay attention to friction points, inefficiencies, and workarounds they rely on. - Seeing the workflow in action often reveals unspoken pain points and limitations that even the prospect might not articulate in a standard discovery call. This firsthand observation helps you tailor your pitch to the reality of their day-to-day work. 4. Use Shadows to Build a Business Case - Use the insights gathered to frame your solution as a direct response to the pain points you observed. For example, highlight how your tool eliminates specific inefficiencies, reduces manual steps, or streamlines complex reporting. - This concrete evidence makes your pitch more credible and aligns your solution directly with their business goals, increasing the likelihood of internal buy-in. 5. Follow Up Strategically - After the shadow, summarize your findings in a follow-up email or meeting, highlighting specific pain points you observed and how your solution can address them. Use this to drive urgency and move the deal forward. - This reinforces your credibility as a problem-solver and keeps the conversation anchored in real, observed issues, rather than hypothetical value propositions. 6. Use the Shadow as a Catalyst for Future Conversations - Reference specific pain points in later stages of the sales cycle, using them to frame your solution as a clear, tangible fix for their current frustrations. - This approach keeps the focus on solving their problems, reducing friction in the decision-making process and increasing the likelihood of a successful close. RESOURCES DISCUSSED: ⁠Join our weekly newsletter⁠ ⁠Things you can steal⁠ ⁠Save $50 on any 30MPC course with code “PODCAST”

Episoder(511)

98 (Sell): Writing better emails with data-backed optimization (Will Allred, Co-Founder & COO @ Lavender)

98 (Sell): Writing better emails with data-backed optimization (Will Allred, Co-Founder & COO @ Lavender)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Avoid using first names or commands in your subject lines. Use unsure tones (e.g. typically, usually) instead of informative tones in your emails. Never ask more than one question in an email. Sending 50 word emails yields better results than 125 word emails. PATH TO PRESIDENT’S CLUB Co-Founder & COO @ Lavender RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

11 Mai 202229min

97 (Sell): Handling the tough objections (Tom Alaimo, Growth Account Executive @ Gong)

97 (Sell): Handling the tough objections (Tom Alaimo, Growth Account Executive @ Gong)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Prep your champion when re-engaging an opportunity so they aren’t blindsided. Keep your emails light. Fewer links, attachments, etc. tend to work better. Stop overcomplicating your CTAs with word games or aggressive asks. Try to unpack all the possible underlying causes in a vague objection. PATH TO PRESIDENT’S CLUB Growth Account Executive @ Gong RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

4 Mai 202230min

96 (Sell): Finding success by adding structure to your prospecting Outreach (Anthony Natoli, Commercial AE @ Outreach)

96 (Sell): Finding success by adding structure to your prospecting Outreach (Anthony Natoli, Commercial AE @ Outreach)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Send three touches on your first outreach - personalized email, call, LinkedIn connect. Keep your subject lines at 1-3 words with a clear value prop segue in the body. Avoid process related problems when prospecting above the line. Re-visit your research before refreshing your outreach on a cold account. PATH TO PRESIDENT’S CLUB Commercial AE @ Outreach Former Mid-Mkt Growth Account Director @ Demandbase RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

27 Apr 202231min

95 (Sell): Prospecting at scale without compromising personalization (Alan Shen, Data Account Executive @ Pave)

95 (Sell): Prospecting at scale without compromising personalization (Alan Shen, Data Account Executive @ Pave)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Split your prospecting in 3 buckets (find 25 accounts, research 25, sequence 25). Run a report for any accounts with “[in]” activity when pulling prospects. Look for the same 3-4 key triggers every time you’re researching prospects. Build snippets for each of those triggers to personalize at scale. PATH TO PRESIDENT’S CLUB Data Account Executive @ Pave RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

20 Apr 202229min

Hall of Fame: Kyle Coleman Ep. 4 & 47

Hall of Fame: Kyle Coleman Ep. 4 & 47

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 We're running it back! Here's one of our all-time favorite episodes on 30MPC. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

18 Apr 202253min

94 (Sell): Utilizing a JEP to drive multithreading and upsells (Anna Romeka, Enterprise Account Manager @ TripActions)

94 (Sell): Utilizing a JEP to drive multithreading and upsells (Anna Romeka, Enterprise Account Manager @ TripActions)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Always provide context before asking for access to power. Start your JEP with critical events and work backwards from there. Mitigate risk by establishing and aligning on the next three steps of the buying cycle. Request specific names to key stakeholders early in the process to make the ask easier. PATH TO PRESIDENT’S CLUB Enterprise Account Manager @ TripActions RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

13 Apr 202231min

93 (Sell): Prospecting in unconventional ways (Jimmy Comodeca, SDR Manager @ Copilot.cx)

93 (Sell): Prospecting in unconventional ways (Jimmy Comodeca, SDR Manager @ Copilot.cx)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Look at LinkedIn activity and reverse engineer prospecting messaging from there. Join relevant, public Slack groups and build a reputation before engaging. Record valuable information like teammates, vacations, and cell numbers in OOO replies. Work accounts above the line, and below (AEs above, SDRs below). PATH TO PRESIDENT’S CLUB SDR Manager @ Copilot.cx Co-founder @ The SDR Newsletter RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

6 Apr 202228min

92 (Sell): Mutually establishing the buying process by being more direct (Tom Hemmingsen, Head of Mid-Market and Sales Dev @ Thrive)

92 (Sell): Mutually establishing the buying process by being more direct (Tom Hemmingsen, Head of Mid-Market and Sales Dev @ Thrive)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Always confirm that you have the right people and processes mapped out. Drive velocity with critical events like renewal date or company initiative. Lean on your manager to ask the hard questions once you get to power. Leverage mutual action plans to hold prospects accountable. PATH TO PRESIDENT’S CLUB Head of Mid-Market and Sales Dev @ Thrive Former Senior Director, Commercial Sales @ Five9 RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

30 Mar 202228min

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