The recording is now available from this intriguing 47-minute discussion of Doing Discovery. I joined co-hosts Michael Fauscette and Pete Smith as they put me “In the Hot Seat”! We explored:
- Enterprise sales productivity defined
- Declines in sales productivity
- Obsolete enterprise sales process thinking
- Only 13% of vendors understand their prospects’ needs
- Discovery and sales effectiveness
- Current state of discovery skills and know-how
- 4 out of 5 salespeople think they are skilled at doing discovery, but actually are not
- Why do objections occur?
- What is discovery? Destinations on the discovery journey
- Demo Qualified Lead definition
- Vision Generation Demos – the art of the possible
- Discovery space graphic
- Easy to ask, easy to answer
- The high-value quadrant
- Cultural questions
- “About You” example
- Conversation vs inquisition
- Buyer Enablement – anticipating needs
- Experienced vs inexperienced buyers
- Experienced vs inexperienced champions
- Will discovery slow the sales process down? (Nope)
- Discovery vs qualification
- Two doctors example – and trust
- Definition of enough discovery
- Will discovery slow the sales process down? (Reprised)
- Uncovering and selling value
- Buying tools vs complex solutions
- PLG – discovery and demos for transactional sales cycles
- What prospects don’t know…
- “Discovery” calls becoming discounting negotiations
Enjoy!
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