Podcast episode
The Complete Discovery Call Playbook (Build It From Scratch)
30 Minutes to President's Club14 Jul 202648 min
Description
Most reps trap themselves in the red sea of crappy discovery by stopping at basic operational problems that CFOs refuse to fund. In this episode, Armand and Nick break down their exact playbook, including: 🚀 Flipping the script on your agenda using the Purpose, Plan, and Outcome framework to disarm prospects in the first 90 seconds. 🌲 Dialing in your Discovery Tree to systematically force champion-level pain down into executive-level business impact. ⏱️ Running the 5-Minute Drill at the tail end of the call to prescribe the buying path, flush out tire kickers, and lock in multi-threaded next steps on the spot. - - You're one step closer to President’s Club! 🎁 The Discovery Care Package: https://www.30mpc.com/blog/the-discovery-care-package 🏋 30MPC Training: https://www.30mpc.com/course/team-training 🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0 📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
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Every place a page here uses this source, in the order the words come in it.
sometimes you still might not. Some people might just say, well, our compensation reviews seem a little bit unscalable, and it seems like we want a better way to plan comp. That's more of just something they want. That's not really a problem. And so what you can do from there is you can do “what we call turning wants into whys, or inverting the feature benefit.” streamlined way to run compensation reviews, I'm just going to say, well, typically when someone wants a better way to run compensation reviews, it's because it's either taking too much time in spreadsheets, like it's just super clunky, or it's like, you're like, oh my God, like I just have no idea what's going on with all these manager decisions. And so like, it feels like
to the wrong wagon around here or hit your wagon to the wrong horse, whatever it's called. Right. So it's like one of those two things. And so this is where our question would come in of like, Hey, typically when people are struggling with multi-threading it's because their reps either aren't asking at all, or sometimes they're like asking the wrong champion entirely. And it's like, they're actually talking to a coach, not a champion. “I'm curious, which one is it for you?” Cool. And then from there, whichever one it is, I'm probably going to ask a couple of layering questions to understand like, what have you taught reps so far? Why is this happening? But then from there, I'm going to try to turn this into impact. And usually when you ask someone like, when was the moment you realized you had a multi-threading problem? Was it like, did a deal get blown up? Was it coming in the forecast? Was it something else?