Partners in Excellence

FEBRUARY 23, 2022

For decades, sales people have been taught about the importance of “Discovery.” We use it, both to qualify opportunities, and to understand how to position our solutions to win. With due respect to Neil Rackham, we’ve learned questioning techniques to support our discovery process.

Sales Methodology 82

Sales Methodology Analysis Positioning Opportunity 82

Partners in Excellence

AUGUST 1, 2022

Too often, we fail in our initial engagements with our customers. In our prospecting and discovery calls, we focus on their need for a solution–our solution. Our questions have an agenda, we want to get to talking about our solutions as quickly as possible. This process is not just for us.

Follow-up 73

Follow-up Analysis Up-Sell Customer 73

Partners in Excellence

SEPTEMBER 30, 2022

Continuing my series on selling skills we thought we knew but really don’t understand, I’m want to focus on Discovery. It’s a natural follow on to qualifying–actually it’s a complement, qualifying and discovery go hand in hand. Some misunderstanding we have about discovery.

Selling Skills 66

Selling Skills Proposal Customer Closing 66

Salesmate

JUNE 9, 2020

Salespeople do not give enough attention to the initial stages of the sales process and suffer in the end with a poor conversion rate. Discovery call” is one of the most important parts of the initial sales process that’s not taken seriously by most of the sales reps. What is a discovery call? So, do not take it lightly.

Face-to-face 125

Face-to-face Sales Qualified Lead Ideal Customer Profile How To 125

Sales Hacker

APRIL 25, 2023

And too often, I see salespeople taking the quick and lazy path on discovery calls — the path that alienates and annoys the very prospects they’re trying to win over. You might call this discovery , but it’s actually more like scoping — that is, determining the scope of the eventual job. What is the main problem you’re facing?

Buyer 77

Buyer Face-to-face Call-back Guidelines 77

Hubspot Sales

DECEMBER 13, 2023

Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made. Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made.

Negotiation 96

Negotiation Telecommunications How To Software 96

Partners in Excellence

FEBRUARY 2, 2024

The tools themselves are evolving quickly, but having gone through a several of these technology disruptions in the past, I recognize we usually find the mediocre to poor uses first, but as we gain experience we improve our understanding and start to leverage the technology to its full potential. We will move beyond this.

Engineering 107

Engineering Ideal Customer Profile Lead Rank Airlines 107

Janek Performance Group

DECEMBER 20, 2022

When a customer has a real problem, they only care about solving it. When selling SaaS, customers are buying a service that solves their business problems. If you ever had the mind-numbing experience of sitting through a software presentation where the sales rep only talked about software features, you understand the problem.

Ideal Customer Profile 62

Ideal Customer Profile B2B Negotiation How To 62

Gong.io

MAY 4, 2021

This article is part of the Gong Labs series, where I publish findings from our data research team. Maybe you should know something about our business before you continue.”. I was four slides into my discovery deck, thinking everything was going smoothly. the discovery call) in your sales cycle. I froze. .

Buyer 118

Buyer Pivotal Follow-up Data 118

Partners in Excellence

NOVEMBER 16, 2021

We’ve long known (whether we use it or not) about the “sales process.” ” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Then we go through some sort of discovery process.

Sales Process 122

Sales Process Customer Top of Funnel Sales Qualified Lead 122

Partners in Excellence

DECEMBER 1, 2021

We’ve long known (whether we use it or not) about the “sales process.” ” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Then we go through some sort of discovery process.

Sales Process 118

Sales Process Customer Top of Funnel Sales Qualified Lead 118

Gong.io

SEPTEMBER 28, 2021

Ask questions, yes, but know where the sweet spot is, especially when it comes to questions during a discovery call. Ask questions, yes, but know where the sweet spot is, especially when it comes to questions during a discovery call. Too many sales discovery questions (15+), and you are running an interrogation.

Top of Funnel 108

Top of Funnel Call-back Buyer Funnel 108

Partners in Excellence

MAY 4, 2022

It’s the start of the process in considering change. Our role is to facilitate this introspective discovery process. Several of the best opportunities we have closed, our initial insights were wrong. While these are useful if we have that information, insights can be much simpler.

Industry 107

Industry Conversion Customer ACT 107

Partners in Excellence

OCTOBER 5, 2023

While we were working on a specific project and talking about a major transformation initiative, all of a sudden it struck me that we face the same thing in selling and understanding the customer decisionmaking process. How…… We have been trained to ask these questions, usually as part of our qualification or discovery processes.

Face-to-face 96

Face-to-face Buying Cycle B2B Customer 96

Mindtickle

MAY 2, 2023

In many ways, sales discovery calls are the heart of the whole sales process. Much like a first date, a discovery call allows reps and prospects to decide if it makes sense to move the relationship forward. Sales discovery process Let’s get one question out of the way right up front: What is a discovery call?

Lead Rank 52

Lead Rank Lead Scoring Decision Maker Lead Qualification 52

Partners in Excellence

MARCH 1, 2024

We tend to spend the bulk of our time responding to people who are looking to buy. They have gone through the work of defining the problem, defining what they want to achieve, getting funding, identifying the risks, looking for solutions… And then they talk to us. Alternatively, they actually reach out, asking to talk.

Trade Show 77

Trade Show Conference Segment Groups 77

No More Cold Calling

AUGUST 3, 2017

Closing is never the problem. Then why do so many account based sales reps overlook critical sales activities that occur earlier in the sale process? It’s pushy, salesy, and disrespectful to our clients. Diagnose Your Account Based Sales Development Problem. Closing is the easy part of account based sales development.

Account 220

Account Closing Sales Qualified Lead Referrals 220

Partners in Excellence

APRIL 18, 2022

We do everything we can to position our products favorably, but the reality is the customer has probably made up their mind. It just requires us to manage the end of their buying process efficiently. We hit our quotas by making sure we have the right number of orders. But the customer may be less familiar with our products.

Buyer 132

Buyer Face-to-face Groups Objections 132

Partners in Excellence

OCTOBER 3, 2022

Yesterday, I published a rather long article on the Selling Process. ” Apologies, the article was rather long, but the selling process is so important. Understanding it, executing it well is the cornerstone to our success. In recent years, we’ve acknowledged the concept of a customer Buying Process.

Analysis 106

Analysis System Selling Skills Buyer 106

Zoominfo

OCTOBER 28, 2020

value to our customers? Let me translate the excerpt in the simple terms: . Let’s start here: Data is a fickle beast. This isn’t exactly a hot take; yet, still, the world is increasingly data-driven. Not just in ZoomInfo’s sales and marketing technology bubble, but everywhere. Why circle back and polish up a brand new intent engine?

Intent Data 208

Intent Data Buyer Intent Intent Data 208

Gong.io

MAY 9, 2019

What is a discovery call in sales? It’s the most important conversation in the sales process. Discovery calls set the trajectory of your deal and will determine how you’ll do everything else in the sales process. Here’s our breakdown of “what is a discovery call?” What is a Discovery Call?

Face-to-face 107

Face-to-face Buyer Distribution Follow-up 107

Mindtickle

JULY 13, 2021

Discovery calls are an essential part of the sales process, allowing sales reps and prospects to determine if it makes sense to move the relationship forward. On these calls, your sales reps have one chance to make a great first impression — and set the tone for the entire sales process. Kind of like a first date, right?

Analysis 98

Analysis Lead Rank Decision Maker Conversion 98

Gong.io

JULY 7, 2022

That’s what you achieve with this three-step process focused on providing value. That’s because you qualify prospects much earlier in the sales process than you normally would. Sales reps don’t need the latest sales automation tool , CRM, or email template to close deals. What is the Sandler selling system? Closing the sale.

Decision Maker 118

Decision Maker System Sales Methodology ACT 118

Sales Hacker

JUNE 13, 2023

I hear this a lot from business leaders — and it’s always kind of sheepish: “Chris, how do we actually make a sales process?” Sales processes don’t just happen. If you’re building a sales process for the first time — or tweaking an existing sales process — it’s important to get this right. That’s a problem.

Sales Process 87

Sales Process Hiring Ideal Customer Profile Call-back 87

Zoominfo

MARCH 29, 2023

While the adjustment to a longer selling process can be challenging, a proactive approach can help you secure more wins. At ZoomInfo, we want sales teams to reach out to prospects who visit our website in less than 90 seconds. At ZoomInfo, we want sales teams to reach out to prospects who visit our website in less than 90 seconds.

Sales Cycle 130

Sales Cycle Intent Signal Lead Rank Decision Maker 130

Gong.io

FEBRUARY 14, 2022

To be successful, you must differentiate between what you say, what you do, and what you write during the sales process. Nexus: a polarizing insight that changes how your customer thinks and feels about the problem you solve or the opportunity you help them exploit (via Chris Orlob, Gong). He’s now the Multi-Product Lead.

Examples 121

Examples Strategy Hiring Cold Calling 121

The Digital Sales Institute

APRIL 17, 2020

Sales discovery questions are used to move a sales conversation with our customer or prospect into the “why care” stage. To make the customer care about what we are saying, we need to uncover information, a pain point, or a problem we can solve. No problem means there is no sales opportunity.

Hiring 66

Hiring Lead Rank Lead Scoring Buyer 66

Mindtickle

FEBRUARY 20, 2024

Today we’re sharing one of our most popular videos, which features Helen Waite from our product marketing team sharing ways for enablement professionals to streamline their tech stack and enhance their 2024 enablement plans. (You Implement a new hire survey to gather feedback on the onboarding process. Transcription Hey there.

CRM 52

CRM Data Conversion Hiring 52

Sales Gravy

JULY 21, 2023

and Jeb Blount discuss the essentials of sales messaging, how poor communication skills damage your brand, the stories we tell ourselves and our prospective customers, and what the advent of automation tools like Chat GPT means for salespeople. Then, simplify messaging to get customers to say yes and move forward.

Strategy 82

Strategy Face-to-face Lead Rank Lead Scoring 82

Hubspot Sales

NOVEMBER 22, 2023

Below we'll delve into why CRMs are an important sales tool, using data from our State of Sales Report, as well as how they can revolutionize your sales strategy. But, we promise that none of our survey respondents were persuaded by us to say this. But, we promise that none of our survey respondents were persuaded by us to say this.

Data 90

Data Tools Closing Hubspot 90

Anthony Iannarino

AUGUST 13, 2020

In August of 2017, I wrote about the fact that the linear sales process is broken. My response was to develop a nonlinear approach to controlling the process and recognizing the commitments clients need to make and the different conversations that enable them to move forward. What Is the Sales Process?

Sales Process 118

Sales Process How To eBook Sales Qualified Lead 118

Pipeliner

FEBRUARY 14, 2024

Our conversation delved into the transformative concept of unapologetic branding. In this blog post, I’ll share the valuable insights and lessons from our discussion. The Essence of Unapologetic Branding During our interview, Deevo Tindall and I explored what it means to embrace unapologetic branding.

Video 52

Video Lead Rank Case Study Trends 52

Pipeliner

OCTOBER 7, 2023

Our conversation revolved around the power of curiosity and how it can be a superpower in both personal and professional life. Our conversation revolved around the power of curiosity and how it can be a superpower in both personal and professional life. We emphasized the importance of self-discovery and being true to oneself.

Face-to-face 69

Face-to-face Retail Course Social Selling 69

Allego

MARCH 26, 2023

What comes next in the sales process ? The sales discovery call , a two-way conversation that lets you figure out whether there’s a fit and if a potential deal is worth pursuing. We can’t put that above being respectful and considerate of our prospects’ time first. But there’s a lot of ways it can go sideways.

Exact 62

Exact Engineering Prospecting Pipeline 62

Partners in Excellence

JANUARY 15, 2023

Sellers carefully filter through qualification and discovery questions, trying to narrow them to the critical few that enable them to launch into a pitch. Most prospecting voicemails, emails, messages seem to assume I have a problem, focus on presenting a solution. Doctor: What seems to be the problem?

Face-to-face 68

Face-to-face Objections Sales Qualified Lead Lead Rank 68

Product Management University

MAY 24, 2023

The cold hard reality is there are always going to be situations where you have to tap dance through a demo with little or no discovery beforehand. Play the role of coach with your account executives and show them some new tactics that will help both of you have more success throughout the sales process. Now you feel better, right?

Sales Qualified Lead 59

Sales Qualified Lead Account Territories eBook 59

Partners in Excellence

MAY 12, 2019

Much is simply the fact that “we” typically get involved in the customer buying process very late. Most data is now showing customers may be 70% or more through their buying process before they first involve sales. “We,” naturally like that because we get to talk about our products, our companies, ourselves.

Analysis 88

Analysis How To Sales Enablement Lead Rank 88