Playbook 6: Discovery Teardown

Playbook 6: Discovery Teardown

Author: Nick Cegelski & Armand Farrokh July 28, 2021 Duration: 25:54
Every 10th episode, we tear down one topic. This is how to structure your discovery. FOUR ACTIONABLE TAKEAWAYS MAKE IT A CONVERSATION - figure out the problem, make it strategic, and be disarmingly blunt. Set the agenda by building rapport, establishing expectations, and anchoring them to next steps. Utilize humbling disclaimers and stories to ask better questions. Schedule next steps for at least 70% of your opps to ensure you know their buying process. RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link). Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

Curated from the flagship show 30 Minutes to President's Club, this 30MPC Hall of Fame podcast is a distilled collection of peak performance insights for sales professionals and business leaders. Hosts Nick Cegelski and Armand Farrokh sift through their extensive library to present only the most impactful strategies, conversations, and breakthrough moments that define elite achievement. Here, you’ll find the essential episodes that listeners return to again and again, alongside exclusive new commentary and reflections from Nick and Armand that you won’t hear anywhere else. It’s more than a highlight reel; it’s a masterclass in what works, focusing on practical tactics, mental frameworks, and the nuanced realities of building a legendary career in sales. Each entry into this hall of fame is chosen for its lasting value and transformative potential, offering concentrated wisdom for those committed to operating at the highest level. Tune in for a focused, no-fluff archive of the best ideas from the journey to the president’s club.
Author: Language: English Episodes: 15

30MPC Hall of Fame | 30 Minutes to President's Club
Podcast Episodes
Playbook 4: How to run a sales process [not-audio_url] [/not-audio_url]

Duration: 29:24
Every 10th episode, we tear down one topic. This is how to structure your sales process. FOUR ACTIONABLE TAKEAWAYS Before: shared agenda, get your “checklist” questions out the way, know your audience During: set agenda…
Playbook 3: Mastering negotiation [not-audio_url] [/not-audio_url]

Duration: 28:23
Every 10th episode, we tear down one topic. This is how to master negotiation. FOUR ACTIONABLE TAKEAWAYS Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before Price is…
Playbook 2: How to be a machine [not-audio_url] [/not-audio_url]

Duration: 26:57
Every 10th episode, we tear down one topic. This is how to be a machine: you’ll never make the “no time to prospect” excuse again. FOUR ACTIONABLE TAKEAWAYS Morning routine: Wake up, make the bed, read, exercise, start o…
Playbook 1: Nick and Armand teach you how to cold call [not-audio_url] [/not-audio_url]

Duration: 26:52
Every 10th episode, we tear down one topic. The first 30MPC Playbook Episode covers everything cold calling. TOP ACTIONABLE TAKEAWAYS Preparation - Get all your research done before, 40 dials over 60 minutes Tone - Kill…