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Discovery - what the best salespeople do that sets them apart.
The traditional discovery call isn’t customer-centric. It focuses on what the company wants – sales reps have a list of qualifying questions and often turn the conversation into a bit of a Spanish Inquisition; what generally follows is a generic product pitch from the sales rep.
Running effective discovery calls is one of the most important part of the sales process, often it's what sets the good from the great.
In this episode, Richard Smith (Co-Founder & Head of Sales @ Refract.ai) shares the most common mistakes reps make, how to avoid them and tie it into your coaching to improve revenue growth.
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By Paul Lanigan
5
44 ratings
The traditional discovery call isn’t customer-centric. It focuses on what the company wants – sales reps have a list of qualifying questions and often turn the conversation into a bit of a Spanish Inquisition; what generally follows is a generic product pitch from the sales rep.
Running effective discovery calls is one of the most important part of the sales process, often it's what sets the good from the great.
In this episode, Richard Smith (Co-Founder & Head of Sales @ Refract.ai) shares the most common mistakes reps make, how to avoid them and tie it into your coaching to improve revenue growth.