Podcast episode
Say This to Start Discovery Calls with Instant Credibility | Jen Allen-Knuth
30 Minutes to President's Club6 May 202535 min
Description
Enterprise sellers: this one’s a masterclass in leading high-impact discovery. Jen Allen-Knuth shares how to uncover deal-driving problems, guide calls with precision, and win executive trust with better prep and positioning. 🎙 ACTIONABLE TAKEAWAYS: Use ChatGPT to explain your prospect’s business “like I’m 10” for clarity and messaging insight. Beat your prospect to the punch with a hypothesis to steer discovery toward winnable problems. Mirror high-level goals and “before state” language to make case studies resonate more deeply. Size the “status quo” problem by auditing lost pipeline, then use it to build urgency and buy-in. JEN’S PATH TO PRESIDENT’S CLUB: Founder @ Demand Gen Head of Growth @ Lavender Chief Evangelist @ Challenger Enterprise Sales Director @ Challenger RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” 30MPC Training: 30mpc.com/training
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So I sell sales training. There's a million sales trainers that exist out there. When I am preparing for a call, I can't just go in and talk about generating more pipeline and converting more pipeline and selling enterprise deals because that makes me sound like everybody else. Instead, what I have to do is I have to come to that call with some sort of hypothesis “around how a specific problem might be contributing to a larger objective” or hurting, actually, a larger objective. And so in order to do that, I have to understand what is it that this company is solving for their customers because that helps me understand what in turn they are selling to their teams, which in turn gives me ideas around problems that might make it harder to do that.
It comes back because we started the conversation around what they are trying to do, their ultimate business objectives. And by the end where we are right now, what I'm doing is I'm trying to give them a way to have that aha moment. So it is in service of the business objective. That's why this doesn't work. “If you just go in and say, oh, you're looking to build pipeline, like go do this math.” They have to believe that you've taken the time and you understood what the business is trying to achieve. And why I don't think it comes off as a rough ask is because it's in pursuit of finding another lever for them to pull. I think that's the place, particularly the higher you move up in a job.
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