Tag: discovery

Are You Teaching Your Salespeople What The Ideal Customer Looks Like?

The sales cycle is a marathon, not a sprint. From that first cold call to the fresh ink of a signed contract, there are hundreds of variables at play, which means potential problems loom around every corner.

The Elusive Hot Button – How Do You Find It?

All sales training includes this line: “If you want to make the sale, be sure to push the prospect’s hot button.” Great, where’s that?

Here’s When Your Reps Should Combine Discovery With the Demo

Would you like your sale reps’ demos to drive 50% conversion rates? Of course.

Are You Asking These Sales Discovery Questions?

Has your close rate been lower than you’d like lately? It’s easy to blame the problem on the poor quality of customers who are walking through your front door.

How to Score Better Prospects by Optimizing Data Mining

Is your manager leaning on you to do more prospecting? To bring those leads down the sales funnel and close the deal in record time?

Enabling Your Sales Team for High-Performance in 2019: The Critical First Step

Free Sales Summit webinar on the Sales Experts Channel – recognized as the #1 All-Star Channel on BrightTalk. This 45 minute webinar focuses on the critical first-step of discovery for sales managers when building, developing and transforming their sales teams.

How Much Should You Sell?

How much of your product or service do you think clients and prospects really care about? Often, reps spend too much time talking about every single feature of what they’re selling, wasting both their and the prospect’s time.

How Curious Reps Succeed During Discovery

Is the discovery process a stumbling point for you? Some sales reps consider this step in the sales funnel to be a waste of time.

The Experience of You

I was psyched. My goal? To set up a meeting with the SVP of Sales at a targeted software company.

These are the Questions that Make Sales

There are several make-or-break points during that first discovery call to a potential client. First, you have to know who you’re calling so you’re sure you’re talking to a decision maker who can potentially benefit from your products or services. The second, and most important, are the questions you ask.

How to Assess Customer Needs in Half the Time

The discovery phase of the sales process is important but often overlooked or cut short. When asked, sellers usually say they don’t conduct thorough discovery because it takes too long.

“I have to talk this over with my…” Uh oh.

You didn’t qualify the prospect very well, did you? OK, what do you do now?

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