In this episode, Armand Farrokh breaks down exactly how to run a discovery call for any product, even one you’ve never sold before. Using a background check software as an example, he shows how to identify real business problems, craft targeted questions, and connect day-to-day pains to executive-level impact that drives urgency.
You’ll learn how to build and navigate a Discovery Tree—a structured path from situation to operational problem to executive impact, using Armand’s proven framework. He also shares “typically” and “magic moment” questions that uncover high-value pain points, helping SDRs, AEs, and sales leaders turn every discovery call into a winning deal.
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
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How to Coach Sales Reps Using Metrics That Matter | Shaun Crimmins | Lead Ep. 336
Shaun Crimmins reveals how elite sales leaders simplify the math, build winning rhythms, and coach reps with data-driven precision.
🎙️ ACTIONABLE TAKEAWAYS:
Reverse engineer revenue goals into weekly sales behaviors your reps can control.
Create an operating rhythm—consistent meetings, deal reviews, and cadences to eliminate chaos.
Coach with metrics, not gut feel—identify data gaps, validate behaviors, and build coaching plans.
Prepare like a pro—leaders must prep for every 1:1 just as reps prep for customer calls.
SHAUN’S PATH TO PRESIDENT’S CLUB:
HubSpot: Helped scale revenue from $60M → $300M, Series D → IPO.
Vanta: Scaled revenue from $10M → $100M+, led North America sales team and doubled win rates.
Gong: Leads Commercial Business in the East.
RESOURCES DISCUSSED
Metrics Dashboard
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
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Leadership Masterclass: The Sales Management Operating System
🚨 SAVE $100 ONLY IF YOU JOIN THE COURSE BEFORE 10/17: https://bit.ly/4o8KtMT
Sales managers: No one ever teaches you how to do your job.
If you've ever wondered...
Why are my pipeline reviews useless?
Should I actually hire this person or am I gonna have to fire them in three months?
Guess what?
You're probably a little bit like me and you had to figure out this stuff from scratch.
Well, fortunately, I've partnered up with the best sales leader in the game today, Mark Kosoglow.
He led Outreach from $0-250M ARR and has turned 8 managers into VPs of Sales.
All through his sales management operating system.
It is the gold standard for how to be a sales leader in three steps:
1. The Operating System: Everything from how you forecast, to how you drive a deal through your pipeline, to how your AE should prospect.
2. The Operating Rhythm: How do you make sure your reps are actually doing the system through deal reviews? Team meetings and one-on-ones.
3. The Talent System: How do you hire people who are so good that they literally make you look like you don't have to do anything for your job?
That is what we cover in the Sales Management Operating System course.
I guarantee it will be the best sales management resource you've ever used in your life.
🚨 SAVE $100 ONLY IF YOU JOIN THE COURSE BEFORE 10/17: https://bit.ly/4o8KtMT
🛠️ The 15 Page Sales Management Operating System Toolkit: https://www.30mpc.com/blog/the-ultimate-sales-management-operating-system-guide
#salesmanagementtraining#salesleadership#managertotrainer#forecasting#dealreviews#salescoach#B2Bsales#salesmanagers#salesoperatingrhythm#prospectingstrategies#salestrainingtips#revenuegrowth#leadershipdevelopment#salesenablement#onboardingmanagers
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Here’s my $250M ARR Sales Management System
🚨 SAVE $100 ONLY IF YOU JOIN THE COURSE BEFORE 10/17: https://bit.ly/4o8KtMT
Sales managers: No one ever teaches you how to do your job.
If you've ever wondered...
Why are my pipeline reviews useless?
Should I actually hire this person or am I gonna have to fire them in three months?
Guess what?
You're probably a little bit like me and you had to figure out this stuff from scratch.
Well, fortunately, I've partnered up with the best sales leader in the game today, Mark Kosoglow.
He led Outreach from $0-250M ARR and has turned 8 managers into VPs of Sales.
All through his sales management operating system.
It is the gold standard for how to be a sales leader in three steps:
The Operating System: Everything from how you forecast, to how you drive a deal through your pipeline, to how your AE should prospect.
The Operating Rhythm: How do you make sure your reps are actually doing the system through deal reviews? Team meetings and one-on-ones.
The Talent System: How do you hire people who are so good that they literally make you look like you don't have to do anything for your job?
That is what we cover in the Sales Management Operating System course.
I guarantee it will be the best sales management resource you've ever used in your life.
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Sales Hiring Secrets No One Talks About
Huge Announcement 👉 Our next course is here: The Sales Management Operating System
Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver.
🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0
Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be.
Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only.
What You Need To Know:
Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip.
This course fixes that.
You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs:
→ The Operating System to build a bulletproof sales process
→ The Operating Rhythm to get every rep performing like your #1
→ The Talent System to hire and ramp reps who actually hit quota
If you don’t have a system, leadership feels like firefighting.
If you do, it becomes your biggest multiplier for revenue and career growth.
Register FREE → https://hubs.li/Q03L52Mc0
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Sales hiring is broken—and here's how to fix it. If you've ever felt like your pipeline reviews are useless or your forecast is just a wild guess, you're not alone. Most sales managers are never taught how to actually hire great reps—until now. In this game-changing video, we break down a bulletproof 4-step hiring system used by Mark Kosoglow, former VP of Sales at Outreach, who scaled it from $0 to $250M+ ARR and developed 8 sales managers into full-fledged VPs.
We reveal why most sales hiring strategies over-index on experience instead of traits, and how you can flip your process to uncover high-performing reps who thrive in ambiguity, have coachability, grit, passion, and more. Learn the nine essential traits that actually drive results and discover the interview playbook that uncovers them all.
Whether you’re building your first team or trying to fix a broken one, this video will reshape how you think about hiring in sales—forever.
The Sales Recruiting Playbook (Sales Interview + Sourcing Guide): https://www.30mpc.com/blog/the-sales-recruiting-playbook
Acerca de 30 Minutes to President's Club | No-Nonsense Sales
The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual.
30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, including:
Prospecting: How to open conversations to triple your pipeline
Discovery: How to ask questions that uncover massive pain
Process: How to get big contracts over the line
Leadership: How to hire and train world class teams.
Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-host Mark Kosoglow (CRO @ Catalyst, ex-Outreach).
Whether you're seller listening to the (SELL) show or leader tuning into the (LEAD) show…
Get ready, you're going to President's Club.
Escucha 30 Minutes to President's Club | No-Nonsense Sales, The Diary Of A CEO with Steven Bartlett y muchos más podcasts de todo el mundo con la aplicación de radio.net
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