#446 - How to Teach Discovery Without Confusing the Hell Out of Your Sales Team | 30MPC Playbook (Lead)

#446 - How to Teach Discovery Without Confusing the Hell Out of Your Sales Team | 30MPC Playbook (Lead)

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- Master the structure, questions, and flow of high-impact discovery calls ACTIONABLE TAKEAWAYS: Keep It Simple with a 3x3 Framework: Break the discovery call into three sections (agenda, meat, next steps), each with three core moves. This keeps reps oriented and avoids overwhelming them with 57-point checklists. Teach What to Get, Not Just What to Ask: Don't just train reps on questions. Teach them the four layers of discovery: situation → operational problem → executive problem → business impact. When they know where they’re going, they can improvise better questions. Use Repetition to Lock It In: Roll out discovery training in small chunks (preferably 2–3 sessions). Reinforce it weekly through tape reviews, roleplays, and pipeline reviews to evolve reps from 101 → 201 → 301 level skills. Discovery Trees Should Evolve Over Time: Start with a few problem trees, then refine them through live calls and team feedback. Your trees get "seasoned" over time—just like cast iron—with real examples, new objections, and better talk tracks.

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#512 - Leadership Masterclass: The Sales Management Operating System

#512 - Leadership Masterclass: The Sales Management Operating System

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#511 - $3k vs $30k vs $300k Sales Close

#511 - $3k vs $30k vs $300k Sales Close

Mark's Kosoglow's Sales Leadership Course Armand Farrokh reveals how to close a $3K, $30K, and $300K sales deal — and why each one needs a different approach. He breaks down the five buyer agreemen...

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#510 - Here’s my $250M ARR Sales Management System

#510 - Here’s my $250M ARR Sales Management System

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#509 - Sales Hiring Secrets No One Talks About

#509 - Sales Hiring Secrets No One Talks About

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

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#508 - I Got Promoted to VP of Sales at 29. Here’s how.

This Is Why Everyone Else Is Getting Promoted Faster Wondering why you’re stuck while your peers keep getting promoted? It’s not about tenure or luck—it’s about strategy. In this video, we break down...

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#507 - Creative deal structure that buyers can't resist  | Mark Kosoglow

#507 - Creative deal structure that buyers can't resist | Mark Kosoglow

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

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#506 - How To Lead Sales Trainings (That Don’t Put Your Reps to Sleep)

#506 - How To Lead Sales Trainings (That Don’t Put Your Reps to Sleep)

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

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#505 - The Most Confusing Objection in Sales

#505 - The Most Confusing Objection in Sales

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

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