Why Your Discovery Call Isn’t Finding Real Problems | Bite-Sized Tactics
30 Minutes to President's Club | No-Nonsense Sales19 Touko 2025

Why Your Discovery Call Isn’t Finding Real Problems | Bite-Sized Tactics

Max Licht (Enterprise AE @ MaestroQA) breaks down his shadow-based discovery process. This technique goes beyond typical discovery calls, allowing you to witness firsthand where inefficiencies and bottlenecks are happening. 1. Identify the Painful Process - Research the customer's current workflow and tools (e.g., Excel, Salesforce) to understand the manual, time-consuming steps involved. - This reveals where inefficiencies exist, giving you a clear picture of the pain your solution can alleviate. It also helps you identify the "drag them through the glass" moments where the pain is most acute, which is critical for building urgency. 2. Set Up the Shadowing Session - Frame the shadow as a collaborative step to fully understand their process. Instead of just making claims, say something like, *“Before I make any promises, I want to fully understand your current reporting process to see where we can add the most value.”* - This approach shifts the focus from selling to problem-solving, making you a trusted partner rather than just a vendor. It also sets the stage for a more meaningful business case. 3. Conduct the Shadow - Watch the prospect use their current tools and processes. Take notes, capture screenshots, and pay attention to friction points, inefficiencies, and workarounds they rely on. - Seeing the workflow in action often reveals unspoken pain points and limitations that even the prospect might not articulate in a standard discovery call. This firsthand observation helps you tailor your pitch to the reality of their day-to-day work. 4. Use Shadows to Build a Business Case - Use the insights gathered to frame your solution as a direct response to the pain points you observed. For example, highlight how your tool eliminates specific inefficiencies, reduces manual steps, or streamlines complex reporting. - This concrete evidence makes your pitch more credible and aligns your solution directly with their business goals, increasing the likelihood of internal buy-in. 5. Follow Up Strategically - After the shadow, summarize your findings in a follow-up email or meeting, highlighting specific pain points you observed and how your solution can address them. Use this to drive urgency and move the deal forward. - This reinforces your credibility as a problem-solver and keeps the conversation anchored in real, observed issues, rather than hypothetical value propositions. 6. Use the Shadow as a Catalyst for Future Conversations - Reference specific pain points in later stages of the sales cycle, using them to frame your solution as a clear, tangible fix for their current frustrations. - This approach keeps the focus on solving their problems, reducing friction in the decision-making process and increasing the likelihood of a successful close. RESOURCES DISCUSSED: ⁠Join our weekly newsletter⁠ ⁠Things you can steal⁠ ⁠Save $50 on any 30MPC course with code “PODCAST”

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#54 - Getting higher open and response rates with unique twists to your outreach (Florin Tatulea, SDR Manager @ Loopio)

#54 - Getting higher open and response rates with unique twists to your outreach (Florin Tatulea, SDR Manager @ Loopio)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Backload your sequences (3 calls in one day then 3 emails in one day) to bump up replies.  * Use subject lines that will elicit an emotional response to drive more opens.  * Get a guaranteed response by sending the “I’m calling you tomorrow” email.  * Cover current state, negative consequences, ideal state, and business outcomes. ====================== Florin’s Path to President’s Club:  * Leads a team of 15+ SDR’s at Loopio * Career coach at SDR Nation RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

5 Touko 202126min

#53 - Leading better meetings by becoming a student of your prospects (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)

#53 - Leading better meetings by becoming a student of your prospects (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Send a pre-meeting agenda to set expectations and get feedback.  * Start meetings with three big-picture takeaways you want them to walk away with.  * Ask questions one level up on the value pyramid to drive your convo and next steps.  * Validate your value by speaking to the specific pain point of each person. ====================== Anthony’s Path to President’s Club:  * VP of Industries & GTM Solutions // Former VP of Enterprise Sales - West @ Clari * RVP of Enterprise Sales @ Oracle RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

28 Huhti 202132min

#52 - Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)

#52 - Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  Reverse anchor on pricing with exaggerated deal terms.  Sell the model vs the features when in a competitive deal negotiation.  Focus on the outcomes in order to justify the price. You are the value proposition.  Educate the customer on why getting higher level buy-in is in their best interest.  Anthony’s Path to President’s Club:  Over 30 years of sales experience in staffing & B2B  Creator of Iannarino Sales Accelerator  Founder of B2B Sales Coach & Consultancy  RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

21 Huhti 202131min

#51 - How to personalize your outbound email at scale (Kyle Coleman, VP Revenue @ Clari)

#51 - How to personalize your outbound email at scale (Kyle Coleman, VP Revenue @ Clari)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  Format your emails with 4 paragraphs: Tailoring, Problem, Value, Ask Ask for interest instead of time in your CTA paragraph Avoid over-using images, GIF’s, and links to minimize getting blacklisted by email servers Personalize at scale with problem-based bucket tailoring for your C tier accounts Kyle’s Path to President’s Club VP, Revenue Growth & Enablement @ Clari Sr Director, Sales Development & Optimization @ Looker A massive LinkedIn following with killer content RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

14 Huhti 202132min

#50 - Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights)

#50 - Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”. Lean on humbling disclaimers before asking the tough questions.  Bring the future to the present: let’s pretend you love what you see...what happens next? Disco flow: High level context > raise issues > identify key issue > get a story > impact questions > recap and playback. Charles’ Path to President’s Club:  Sr Biz Dev Training Manager at CB Insights Founder at SalesShare RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

7 Huhti 202132min

#49 - Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)

#49 - Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  Ask your prospect “what do you like about X” instead of bashing your competition Use wedge questions to uncover pain points where your product wins vs competition Propose a follow up time or figure out the prospect’s buying window and reach out then Send videos to contacts that have gone dark, or shoot them a tentative calendar invite Katie’s Path to President’s Club:  Director of Sales Training Golden Rule of Selling Podcast 9 years of medical device sales RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

31 Maalis 202131min

#48 - Booking 80% of your calls from Instagram DM’s (Tara Horstmeyer)

#48 - Booking 80% of your calls from Instagram DM’s (Tara Horstmeyer)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  Write a hand written note to your prospect, snap a photo, and message it to them Send Instagram/LI dm, follow with an email, then do a voice note, then video (mix it up) Get proper lighting, clean up the room, smile, and slow it down Read your notes out-loud and don’t be afraid to show some personality Tara’s Path to President’s Club:  Gravy OG (Content + SDR Manager) Founding Managing Editor: RevGenius Mag LinkedIn Top 100 Sales Star RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

24 Maalis 202128min

#47 - Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)

#47 - Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  Talking to execs: figure out their pain points and do the digging in the weeds for them Start high, work down the chain, then bubble back up in one business case (Yo-Yo Selling) Leverage your executive champion to make intros and walk them through the process  Lean on your technical resources for a better buyer AND seller experience  Ian’s Path to President’s Club: Strategic Account Director @ Salesforce.com #1 Account Executive in the Enterprise Select Division of Salesforce.com 42 consecutive months over quota Founder of Ian Koniak sales training/consulting RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

17 Maalis 202128min

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