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?
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
some of these enterprise deals early. You're doing some things that I think a lot of people would be like, whoa, that breaks the traditional sales rules. And so I'm wondering if you can share like, what are some of the contrarian viewpoints that you have with these enterprise deals that you think actually are leading to some of your success? I think sometimes people white knuckle price in a really weird way. And particularly in “enterprise, they have budgets for software spend. Most likely you're replacing even another” tool or like they've literally been given the directive, go find a tool to solve this. Here is a budget, or even like the budget might be open. So people get scared of their own shadow when it comes to price. And I actually think it hurts you in the long run. I've seen it time and time again. I thought Armand was going to fire me the day that I sent a
Let me know if things change, like if you, as you, you know, chat internally, if there's If you want to get more of a long term, I will be here for you, but I can't I don't want to waste your time. We also have a free data product, so I will always forever and ever push people that direction. Because our freemium model is so successful that usually they end up coming back eventually. “I think you can break up with them to benefit both sides because they probably feel super awkward and embarrassed too.” So like they're also looking for an out. And if they're bluffing and you push them away, you will find out immediately. Because once you say, OK, probably not a good fit, like come back to me. They'll say, well, actually, maybe if I talk to so and so, I might be able to. Yeah, there was actually some budget over there. And now you just found out a lot more about the deal.
Like, really glad that you didn't ask for next steps. And I was like, obviously, that was super cringe, but I've seen people do that. So read the room. Don't do your actionable tip just because you feel like you need to check that box if it's not the right fit. Don't be afraid to think a little bit critically. Read the room. “Make sure that the audience is the right audience for what you're going to do” because the tips are great, but they need to be used in the right context. Phenomenal. Morgan, thank you for joining us. Everybody stick around for a 60-second recap coming up soon. All right, Nick, it's time for a two-by-two recap from this episode with Morgan Mello. What do you have for your two?