30 Minutes to President's Club | No-Nonsense Sales

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

14 snips
May 19, 2025
Max Licht, an Enterprise AE at MaestroQA, unveils his shadow-based discovery process, redefining how sales professionals uncover client pain points. He emphasizes observing clients in action to pinpoint hidden inefficiencies and bottlenecks in their workflows. By shadowing prospects, sellers can shift from a traditional sales pitch to a collaborative problem-solving approach, enhancing trust and value. Max also discusses the importance of engaging with technical stakeholders to streamline data access and boost deal closure efficiency.
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ADVICE

Use Shadowing to Uncover Pain

  • Research the customer's current workflows and tools to identify manual, time-consuming pain points.
  • Propose a shadowing session to observe these processes firsthand and build a credible business case.
ADVICE

Frame Shadow as Collaboration

  • Frame shadowing as a collaborative problem-solving step to build trust and champions in the prospect's organization.
  • Define the critical workflow steps you want to observe and align them with your solution's differentiators.
ANECDOTE

Law Firm Partner Pay Calculation

  • A large law firm took a quarter for partner compensation calculations, a manual, complex process.
  • Shadowing revealed where Max's tool could help and built trust by transparently showing gaps as well.
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