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FOUR ACTIONABLE TAKEAWAYS
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Run firmographic sprints with customer interviews. Ask about headwinds/tailwinds, KPIs, where they learn, and which sales emails stand out to better understand their world.
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Prep customers before training sessions. Make it clear their job is to teach the buyer’s world—not give a product testimonial—so reps get true industry insight.
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Structure sprints for learning and sharing. Start with external education, then shift to reps sharing industry insights weekly to build confidence and fluency.
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Use recognition over cash to motivate. A visible $100 spiff with scarcity and public praise was more effective than a quiet commission boost. Recognition > raw dollars.
PATH TO PRESIDENT’S CLUB
- Founder, Speaker, & Workshop Leader @ Sales Melon
- Author (The Transparency Sale & The Transparent Sales Leader)
- Managing Director @ VentureScale
- Chief Revenue Officer @ PowerReviews
RESOURCES DISCUSSED