Podcast episode
How to Train Teams on Discovery That Digs Deeper and Closes Bigger | Eleanor Dorfman
30 Minutes to President's Club23 Jan 202536 min
Description
ACTIONABLE TAKEAWAYS: Ban Product-Specific Language: Prohibit product-focused terms like "roles-based access" in deal reviews. Instead, prompt reps to explore the customer’s "why" behind their needs, driving better customer questioning and understanding. Tie Incentives to Certifications: Require reps to complete critical certifications (e.g., discovery certification) to access desirable benefits, such as inbound leads, ensuring alignment between AE and leadership goals. Consistency in Value Framework: Maintain your value selling framework across every sales stage—from discovery to demo to proposal—ensuring consistent messaging and alignment throughout the cycle. Embed Framework into Processes: Update all sales processes, stages, and deal reviews to reflect new frameworks. Regularly reinforce these changes in weekly reviews to ensure training sticks and drives lasting behavior changes. ELEANOR'S PATH TO PRESIDENTS CLUB: Head of Sales @ Retool Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment Global Head of Commercial Renewals and Retention @ Segment Head of Customer Success and Solutions engineering @ Clever Inc RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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You hire someone new. How do you make sure that they get the same experience that the people got who actually went through the command and the message training? Yeah, so we did our onboarding completely after we rolled out a new sales methodology. So we have an amazing enablement team. So this is where your partnership with enablement is so important because the way you onboard reps is the way they're gonna learn. “The calls you surface in the onboarding,” the way you do your demo, our certifications. This is a very tactical thing that our enablement team suggested to me. I was resistant at first and it was the exact right thing. We initially had a certification in order to get into the round robin and it was a product certification because Retool is a very complex and technical product
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