Podcast episode
How to Keep it Simple When Selling to Execs | Morgan Melo
30 Minutes to President's Club1 Apr 202533 min
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🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST 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 30MPC Training: 30mpc.com/training
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But it also just drains time for your actual discovery time. So I'll send that, jump into the demo. Then I can tailor the demo, but show them around. They get excited about things. “Then once they're leaned in, because it's a good-looking tool, it's a good product, then on the next call, I'm like, hey, this was something that was really interesting to you.” Why? And once you've kind of gotten them excited and leaned in, they're much more open to those real discovery questions. I know that the pre-demo checklist questions are going to be different for every company. Could you share the questions that you have on yours?
But it also just drains time for your actual discovery time. So I'll send that, jump into the demo. Then I can tailor the demo, but show them around. They get excited about things. Then once they're leaned in, because it's a good-looking tool, it's a good product, then on the next call, I'm like, hey, this was something that was really interesting to you. Why? “And once you've kind of gotten them excited and leaned in, they're much more open to those real discovery questions.” I know that the pre-demo checklist questions are going to be different for every company. Could you share the questions that you have on yours? Because I think it will help give people a sense of the types of questions they could use and adapt for their own product that they sell.
From here, usually what I see is let's do a broader demo on planning with a couple of those execs that whatever, like is relevant. A normal next step might be another demo, which is fine. And then usually after that, what we'll do is maybe Armand, just you and me can meet kind of talk through some of the specifics. “It sounds like you guys, I heard you mention requirements notes.” It sounds like you might actually have a document that you're working off of. If you could share that with me, fantastic. Then we can start to annotate it just so that we don't have to spend a ton of time in the weeds. And you can start to check off some of the things that PAVE can do. So you set those next, next steps and it sounds like now you're going to drill into like deeper demos on certain products that resonated.
of things to hook onto. Because oftentimes in discovery, it's just this open-ended thing where it's like, I'm going to ask you these questions and like this sort of abstract path and hope that I can land you on the right problems. Versus a prospect can now be like, “oh my God, I loved it when you could automate the compensation recommendations. And behind” that hook is a problem. Instead of like trying to like Miyagi your way around it in a discovery call, if a prospect's like, oh, I love the automated comp recommendations, you can just say like, great. Typically when people really like the automated comp recommendations, it's
and hope that I can land you on the right problems. Versus a prospect can now be like, oh my God, I loved it when you could automate the compensation recommendations. And behind that hook is a problem. Instead of like trying to like Miyagi your way around it in a discovery “call, if a prospect's like, oh, I love the automated comp recommendations, you can just” say like, great. Typically when people really like the automated comp recommendations, it's because people are going like completely hog wild with their comp increases or it's something else like this. I'm curious, which one of those is that? And so it actually gets you to the problem far more efficiently. And they're far more likely to be less defensive
don't have this, what would the problem they have be? If you have a single pane of glass reporting suite, you have to think, okay, if somebody doesn't have this, if they don't have clear reporting, well, then I can just flip that on its head. So it was like reporting really opaque, or do you have trouble seeing this data? And that can help you drive to “the pain that they have to inform again, how you future position that feature.” Am I sort of vibing right with how you're doing this, Morgan? You're vibing so right. So Morgan, one other thing that you were sharing is you were talking about even for some big enterprise deals, you were telling me about sending a $200,000 ARR quote over to somebody over an email right before you went out on mat leave. You were talking about hard DQing
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