Podcast episode
How to Teach Discovery Without Confusing the Hell Out of Your Sales Team | 30MPC Playbook (Lead)
30 Minutes to President's Club10 Apr 202535 min
Description
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST 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. 30MPC Training: 30mpc.com/training
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You use training to get to 101, you use coaching to get to 201, 301 and 401. So there are three major places or coaching rhythms where I like to reinforce discovery. Number one is in live or async tape reviews with the team. “Number two is in role plays and one-on-one settings.” And then number three is during pipeline reviews, believe it or not. So let's start with the most commonplace. Every single Friday, I would run a team-wide tape review. And once the team got bigger, we would run it in a segment or in a pod. And that would be Friday at noon. So it's always fun to do this stuff over lunch. It's like a fun end-of-week development thing when people aren't on the grind of a Monday,
or practice. And this can be something you can do in lieu of a tape review. You might actually do this with the whole team, but you can also do it in a one-on-one setting. The good part about practice, intentional practice in lieu of a tape review is you can get really, really high repetition on one specific thing where you can drill it again and again and again. “The con is it usually is a little bit less realistic because it is a salesperson working” with you, another salesperson. And so this can be really helpful, however, if you're trying to really improve on one specific piece of the call. Some keys to having really, really good practice are as follows. Number one, let the rep know the specific situation that is going on. Don't be like, all right, cool, we're going to practice discovery calls. Go.
get really, really high repetition on one specific thing where you can drill it again and again and again. The con is it usually is a little bit less realistic because it is a salesperson working with you, another salesperson. And so this can be really helpful, however, if you're trying to really improve on one “specific piece of the call.” Some keys to having really, really good practice are as follows. Number one, let the rep know the specific situation that is going on. Don't be like, all right, cool, we're going to practice discovery calls. Go. Give them some of that firmographic of like, all right, here's what type of company I am. Here's what persona I'm going to be. What problems do you think we should explore?
Don't be like, all right, cool, we're going to practice discovery calls. Go. Give them some of that firmographic of like, all right, here's what type of company I am. Here's what persona I'm going to be. What problems do you think we should explore? And then get into it. So set up the situation right. Two, you don't want this to be softball BS. “You actually need to press them a little bit and act like a real prospect where you might” be a little bit cagey or you might be a little bit opaque. That's good. You want to make this stuff realistic. And then three, this is actually something Armando that I learned from Katie, Kevin Dorsey, where he talked about practicing as a way to prepare for a future call.
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