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(508)

54 (Sell): Optimizing your prospecting by skipping the jargon and using effective research (Charlotte Johnson, SDR @ SalesLoft)

54 (Sell): Optimizing your prospecting by skipping the jargon and using effective research (Charlotte Johnson, SDR @ SalesLoft)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Cut out all the useless fluff from your emails and get right into your research.  * Start the video on your research - the whiteboard intros aren’t getting the job done. * Get creative with your email by screenshotting your research and including it in the body. * Lead with context when cold calling to establish credibility and generate more conversation. ====================== Charlotte’s Path to President’s Club:  * SDR @ SalesLoft * Host of Sales Development Sounbites RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

9 Jun 202129min

53 (Sell): Nailing your next AE/BDR job interview (Blake Hudson, Director of Sales Enablement @ re:work training)

53 (Sell): Nailing your next AE/BDR job interview (Blake Hudson, Director of Sales Enablement @ re:work training)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Answer the question you WISHED you were asked to drive your narrative.  * Give your pitch in “story” form (background, journey, aha moment) insead of reciting your CV. * Embrace your “biggest weakness” and highlight the ways you deal with it. * Explain the pull towards your new job, instead of pushing away from your old one. ====================== Blake’s Path to President’s Club:  * Director of Sales Enablement @ re:work training * Former AE/Brand Manager @ Victory Lap RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

2 Jun 202131min

52 (Sell): Directing your sales process like a movie (Mark Kosoglow, VP of Sales @ Outreach)

52 (Sell): Directing your sales process like a movie (Mark Kosoglow, VP of Sales @ Outreach)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Send a quick video after a big team demo instead of the 17 page deck. * Mark-up your case study with key takeaways before sending to the prospect. * Pain Statement: Despite A we can’t do X which means we don’t get Y as measured by Z. * Avoid the massive 8 person exec demo and opt to multi-thread instead. ====================== Marks’s Path to President’s Club:  * VP of Sales at Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

26 Mai 202131min

51 (Sell): Selling to a smaller book of business with highly personalized outreach (Vin Matano, AE @ Demandbase)

51 (Sell): Selling to a smaller book of business with highly personalized outreach (Vin Matano, AE @ Demandbase)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Remove all templates when reaching out to your AE Top 30 and AE Top 5.  * Look in your CRM for a prospect’s historical interactions, copy exact language for new outreach. * Recycle your highly personalized email with a new subject line if it didn’t get opened. * Switch your outreach frequently to increase the chances of breaking through. ====================== Vin’s Path to President’s Club:  * Mid-Market AE at Demandbase * President’s Club FY20 * SDR of the Year (Demandbase) * BEAST Award: The Best in Sales Development (Tenbound) - Responsible for sourcing over $6M in closed deals in 2019. Averaged 144% of New Business Opportunities each month. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

19 Mai 202130min

Playbook: Top 10 moments that change the way we sell

Playbook: Top 10 moments that change the way we sell

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. EPISODES MENTIONED: Episode 6 w/ Ryan Reisert Episodes 4 & 47 w/ Kyle Coleman Episode 17 w/ Sarah Brazier Episodes 16 & 29 w/ Morgan Ingram Episode 1 & 35 w/ Joe Caprio Episode 7 w/ Keenan Episode 8 w/ Kevin “KD” Dorsey Episodes 25 & 46 w/ Charles Muhlbaur Episodes 18 & 40 w/ Adam O’Chart Episode 9 w/ Belal Batrawy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

12 Mai 202132min

50 (Sell): Getting higher open and response rates with unique twists to your outreach (Florin Tatulea, SDR Manager @ Loopio)

50 (Sell): Getting higher open and response rates with unique twists to your outreach (Florin Tatulea, SDR Manager @ Loopio)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Backload your sequences (3 calls in one day then 3 emails in one day) to bump up replies.  * Use subject lines that will elicit an emotional response to drive more opens.  * Get a guaranteed response by sending the “I’m calling you tomorrow” email.  * Cover current state, negative consequences, ideal state, and business outcomes. ====================== Florin’s Path to President’s Club:  * Leads a team of 15+ SDR’s at Loopio * Career coach at SDR Nation RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

5 Mai 202126min

49 (Sell): Leading better meetings by becoming a student of your prospects (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)

49 (Sell): Leading better meetings by becoming a student of your prospects (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Send a pre-meeting agenda to set expectations and get feedback.  * Start meetings with three big-picture takeaways you want them to walk away with.  * Ask questions one level up on the value pyramid to drive your convo and next steps.  * Validate your value by speaking to the specific pain point of each person. ====================== Anthony’s Path to President’s Club:  * VP of Industries & GTM Solutions // Former VP of Enterprise Sales - West @ Clari * RVP of Enterprise Sales @ Oracle RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

28 Apr 202132min

48 (Sell): Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)

48 (Sell): Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  Reverse anchor on pricing with exaggerated deal terms.  Sell the model vs the features when in a competitive deal negotiation.  Focus on the outcomes in order to justify the price. You are the value proposition.  Educate the customer on why getting higher level buy-in is in their best interest.  Anthony’s Path to President’s Club:  Over 30 years of sales experience in staffing & B2B  Creator of Iannarino Sales Accelerator  Founder of B2B Sales Coach & Consultancy  RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

21 Apr 202131min

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