Mastering Sales Discovery in 2024

We all know that running a great Discovery process is key to driving success across the rest of the sales cycle.

But getting it right isn't always easy, and the way people buy software continues to shift all the time.

So that's why we brought together an incredible panel of experts to share their tips and experience.

You can watch the full panel here.

And if you don't have the time to watch the whole webinar, here are 10 quick take-aways:

👥 Preparation: Different levels of preparation are required based on the meeting and the seniority of the person you’re speaking to. Use tools like LinkedIn, Google News, and company reports for effective preparation.

📞 Effective Calls: The first two to five minutes of a call are critical. Set the agenda and take control to ensure a productive discussion.

💬 Insightful Questions: Ask second and third-layer questions to uncover deeper insights and the real motivations behind a prospect’s needs.

🛠️ Use of Tools: Tools like Gong for call recording and AI for summarizing conversations can save time and provide valuable insights.

📊 Value-Based Selling: Focus on the value your solution can provide to the prospect's strategic goals rather than just selling features.

💡 Role-Playing: Practicing discovery calls through role-playing can help sales professionals become more natural and confident in real calls.

🎯 Personalization: Personalize the conversation starters and discovery process to build rapport and make the prospect comfortable.

🔗 Follow-Up: Effective follow-up is crucial. Summarize the call, outline next steps, and add value by sharing relevant content.

📈 Curiosity: Genuine curiosity and active listening help in building deeper relationships and uncovering valuable insights.

🤝 Champion Building: Building internal champions within the prospect's organization can help in pushing the deal through higher levels of scrutiny.

If you want more help in driving an effective and efficient revenue engine, fuelled by exceptional content experiences for your prospects...talk to us today!