Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course

FOUR ACTIONABLE TAKEAWAYS

1. Demo with KPIC + Make Them Hold It: Tie each feature to a known problem and impact, then ask how they'd use it to make the solution tangible and relevant.
2. Use “Assuming We Can…”: Frame your solution as a possibility to lower defenses. This pulls the prospect in and gets them imagining success without feeling sold to.
3. Reference Problem Children: Personalize the demo by naming specific team members or pain points, making it easier for the buyer to visualize solving their real-world problems.
4. Multithread with Purpose: Frame next steps as critical to their success, not yours—“To get you what you want, we’ll need Jane’s input too. How can we involve her?”

KD'S PATH TO PRESIDENT’S CLUB

• CRO @ Finally
• SVP of Sales and Partnerships @ Bench Accounting
• Practice Lead, Revenue Leadership @ Winning by Design
• VP of Inside Sales @ PatientPop Inc.
• Head of Sales Enablement & Development @ ServiceTitan
• VP of Sales @ SnackNation

RESOURCES DISCUSSED

• Read: Join our weekly newsletter
• Steal: Templates, drips, scripts