Shadow-Based Discovery in Sales

Learn how Max Licht wins complex 6 and 7-figure enterprise deals by shadowing his prospects’ workflows, de-risking every technical blocker, and turning IT stakeholders into deal accelerators.

🎙 ACTIONABLE TAKEAWAYS:

• Map five business or technical processes for shadow discovery and make sure a few showcase your product’s unique strengths.
• If a technical eval is dragging, call it out to trigger clarity on what’s needed for a business case and shorten the timeline.
• Look for pain points or questions about flexibility as triggers to ask for a shadow session where the prospect demos their workflow.
• Always balance the give-get in shadow sessions by offering specificity, implementation plans, or business case inputs in return.

MAX’S PATH TO PRESIDENTS CLUB:

• Enterprise AE @ MaestroQA
• #1 ACV & TCV @ Productiv
• #1 SDR @ Zuora

RESOURCES DISCUSSED:

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• Save $50 on any 30MPC course with code “PODCAST”