Podcast episode
I Ran a Sales Call For A Product I Never Sold
30 Minutes to President's Club21 Oct 202525 min
Description
In this episode, Armand Farrokh breaks down exactly how to run a discovery call for any product, even one you’ve never sold before. Using a background check software as an example, he shows how to identify real business problems, craft targeted questions, and connect day-to-day pains to executive-level impact that drives urgency. You’ll learn how to build and navigate a Discovery Tree—a structured path from situation to operational problem to executive impact, using Armand’s proven framework. He also shares “typically” and “magic moment” questions that uncover high-value pain points, helping SDRs, AEs, and sales leaders turn every discovery call into a winning deal. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides 30MPC Training: 30mpc.com/training
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Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
uncover a problem. The easiest way to find a problem is usually companies on their pages, unless they have a good web page, they typically pitch feature benefit. Streamline your hiring with the fastest, most accurate background checks. The easiest way to find a problem is you just “invert the feature benefit into a problem. So instead of streamline your hiring with the fastest,” most accurate background checks, the opposite of that would be slow down your hiring with the slowest, most inaccurate background checks. And that probably tells me the types of problems that Checkr solves. They're probably solving problems like background checks take too long or background
yeah no it's it's like kind of around 45k so this is a problem and so then I can add up this and then I can add up like the potential risk from this and then maybe I add up like some emotional problems from this and like that is what will ultimately build my business case which is a “combination of emotional drivers and logical quantitative drivers.” it for this discovery call if this was helpful I would love to understand what else related to discovery we should cover so put that down in the comments or if there are other products that you'd like to see me do this for let me know what you think this bit and by the way this comes straight from our discovery course this is literally like how I used to teach my sales teams to run discovery