The best sales reps know how to ask questions. Particularly during the lead discovery phase, good questions can keep you from pursuing the wrong prospects. They can also keep the conversation going with prospects you’d like to pursue.
Tag: discovery calls
What would you say is the most important part of the sales process? Richard Smith, co-founder and Head of Sales for Refract.ai, believes that discovery calls are most vital.
Discovery calls are necessary to keep sub-par prospects out of your pipeline. Despite their importance, many reps don’t prepare to make these calls, preferring to wing it.