Nearly every problem in sales goes back to the first discovery call:
- If your champion ghosts… it’s because you couldn’t find a problem worth solving or pressured them into taking a next step when they’d never buy in the first place.
- If the executive shuts down the deal… it’s because you found a 4-figure problem that only impacts the champion, not a 6 or 7-figure one that impacts the business.
- If you lose a deal on price… it’s because you couldn’t find a problem big enough to pay to solve.
But if you master discovery, EVERYTHING gets easier. You close bigger deals, faster, more often because you found massive business problems worth solving now.
And here's the secret: the best sellers get their prospects to forget they're a salesperson.
The discovery course is here and only $199 until Friday (then $299).
We're gonna send exactly 3 emails over the next 3 days breaking down what's inside, until then check out the official trailer right here.
Get the Discovery Course ($100 off till Friday)
We're closing Club Pass to go all in on courses
This was a really, really tough call. Nick and I originally thought coaching and community were key to helping sellers put the course into action, but the more we got into it, the more we realized they were 3 separate products and we bit off more than we could chew.
We were struggling to keep up with launching courses, which was the #1 request we heard in the first place. By focusing all of our energy on courses, our goal is to help you all learn anything in sales with more courses on more topics with the best sellers in the world.
So moving forward, both the discovery course and cold calling course are available for one-time purchase without a subscription (both $199 this week, normally $299).
To our 300+ founding Club Pass members: Thank you for joining the weekly teardowns, sharing laughs on Aloha Fridays, and betting on 30 Minutes to President's Club.
David Rosenstein Joins the Club
David Rosenstein is part of Club One at LinkedIn, an award even more prestigious than President's Club given to the top 1% of sellers at the company.
He earned 5 promotions in 4 years on his journey to Mid-Market AE, ran the best tape teardowns you've ever seen in Club Pass, and put on a masterclass on reframing objections on episode 279 of 30 Minutes to President's Club.
See David in action in a live discovery tape review this week:
Sign Up: Discovery Call Review (It's Free)
Real Discovery Call Review: Talk Tracks & Tactics From a Top 1% Rep
Hosted by Armand and featuring Makenna Turner & David Rosenstein
You can know what questions to ask in theory... but if you ask the question out of context, the prospect will totally cringe.
David and I will coach Makenna (one of my mentees) on one of her REAL discovery calls and break down exactly what to say to uncover massive business problems:
C'mon... you know you wanna watch the tape (it's free)
The Q2 Tactic Teardown & Discovery Toolkit Lineup
Lastly, here's what's in store for next quarter's Live Tactic Teardowns:
- [Apr] Discovery Call Review: Talk Tracks & Tactics From A Top 1% Rep ft. Armand Farrokh, Makenna Turner, and David Rosenstein
- [May] 7-Figure Sales Secrets: How to Close Your Biggest Deal in 2025 ft. Jason Bay and Jonathan Larson
- [May] How to Run Sales 1:1s and Coaching Sessions (That Don't Suck) ft. Kevin Dorsey
- [June] How to Break into ENT Accounts with (Non-Cringey) AI Emails ft. Mark Kosoglow
And we've got 2 free Discovery Toolkits to give you a taste of what's in the course:
- Discovery Trees: Your Blueprint Uncover Massive Business Problems
- 7 Discovery Questions That Don't Feel Like Sales Questions
That's a wrap folks! Check out the discovery course and I'd love to hear what you think.
