How To Be High-Value on Discovery Calls.
The Pitch Adopting a mindset where you see yourself as a valuable partner rather than just a...
Topic
Sales discovery
Low Value vs. High Value Rapport Questions. Which are you using on your discovery calls?
The Pitch Establishing genuine connections with prospects is more critical than merely creating...
Discovery calls are won in the 1st Minute. Do this to make sure they go well.
The Pitch
Understanding and adapting to the prospect's preferred communication style right from the...
Give this a try. Role Play Discovery Calls With Your Team.
The Pitch
Implementing regular role-play sessions for discovery calls is akin to athletes...
Team Exercise To Level Up Your Discovery Meetings.
The PitchUnderstanding the buyer's perspective is crucial in sales. A survey by PwC found that 73%...
This is why BANT, CHAMP, MEDDPICC, and other Qualifying Methods aren't working...
The Pitch Enhancing traditional qualifying methods with a focus on interpersonal skills can...
Key phrases to use on Discovery Calls to keep talk time under 20%
The Pitch Effective communication in sales is about listening more than speaking. When sales reps...
This is why your prospects tune out on discovery calls.
Discovery calls are a critical component of the sales process, but keeping a prospect engaged...
What to do on your Discovery Call to improve your 2nd meeting rate.
The Pitch The effectiveness of a discovery call is pivotal in determining whether it will lead to...
I used to freeze up on Discovery Calls - here’s how I overcame it.
Facing a discovery call can be daunting, especially when the person on the other end prefers to...
Steal my best Sales Discovery Call question: "What's On Your Mind?"
The Pitch The ability to make a discovery call not just another item on the agenda but a pivotal...
The Art of the Discovery Call
The Pitch
The opening move in any sales strategy often sets the stage for success or sets you up...
Lose a Deal Early: Why It Can Be Beneficial
The PitchIn sales, not every opportunity will lead to success, and sometimes, losing a deal early...
Stop asking about "pain" on sales calls - focus on this instead...
The PitchThe traditional sales approach often emphasizes finding the customer's pain points as a...
The Art of Discovery in Sales: Know vs Ask
The PitchIn the realm of sales, the discovery phase is where the magic happens. It's the...