How to Teach Discovery Without Confusing the Hell Out of Your Sales Team | 30MPC Playbook (Lead)

🎉 Save $100 — Get the discovery course for just $199 (ends this Friday!) 🎉 https://www.30mpc.com/course/discovery-course -- 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.

🎉 The discovery course is here and only $199 until Friday (then $299) 🎉 https://www.30mpc.com/course/discovery-course -- 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 -- 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 -- 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 -- 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 -- Discovery Trees: Your Blueprint Uncover Massive Business Problems https://tactics.30mpc.com/create-your-own-discovery-tree-with-examples -- 7 Discovery Questions That Don't Feel Like Sales Questions https://tactics.30mpc.com/7-discovery-questions-that-dont-feel-like-sales-questions -- Join our weekly newsletter https://hubs.li/Q02NJQmg0

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