Iannarino

JULY 12, 2021

A more modern approach starts with a different type of discovery, one that has not yet been commoditized. It starts by recognizing that you win and lose deals early in the conversation, most critically during the discovery phase. He then asks the client a set of questions designed to get them to confess that they have a problem.

Cold Call 317

Cold Call Clients Follow-up Prospecting 317

Force Management

DECEMBER 14, 2023

The best channel enablement programs equip their partners with the ability to communicate their value proposition and give them the ability to answer essential questions on their behalf: • What problems do we solve for our customers? • These questions are simple, but the answers typically are not. What is our proof?

Negotiate 137

Negotiate Education Market share Growth 137

Cerebral Selling

DECEMBER 10, 2021

Good salespeople know that the quality of your discovery motion is directly related to the quality of the questions you ask. But when it comes to asking high-value discovery questions there are a few key traps many sellers still fall into. Asking Leading Questions. A leading question is a bit like a logic trap.

Pitch 157

Pitch Launch Drivers/motivators Up-sell 157

Cerebral Selling

AUGUST 12, 2023

Over my academic career, I sat through hundreds of lectures delivered by accomplished scientists describing the discoveries they made in their field. Ask questions to gauge their level of familiarity with the subject matter. ” Indeed, scientists are curious people and motivated by the thrill of learning and discovery.

Objectives and Key Results 187

Objectives and Key Results Pitch Sales Gaming 187

Iannarino

JULY 25, 2021

While questions and diagnoses are significant, they are only consultative in the hands of someone who can offer counsel, advice, and recommendations. It is in the questioning and interpretation of the answers.”. He is correct about the value of the questions, but not in the way that he suggests.

Consult 320

Consult Clients Represent Sell 320

Iannarino

AUGUST 8, 2021

In light of that data, let me ask you two questions: Would you agree that it is frustrating when your clients, when presented with unassailable evidence that they need to change, feel no compulsion to change? You answered “yes” to both questions because I framed the questions with you as the salesperson.

Intrinsic 328

Intrinsic Quota Clients B2B 328

The 5% Institute

OCTOBER 11, 2021

Gap selling discovery questions are a crucial part of the sales process and can be the difference winning the sale, or getting another “I need to think about it” objection. There are various kinds of gap selling discovery questions; from learning how they buy, to handling sales objections early and finding pain points and desire.

Sell 145

Sell Clients Technique Closing 145

Search Engine Land

APRIL 25, 2024

One such challenger is Perplexity, an AI-powered search platform that aims to provide users with summarized answers and cited sources instead of the traditional list of web page links. Perplexity describes itself as “your AI-powered Swiss Army Knife for information discovery and curiosity.” What is Perplexity AI? and its own model.

Engineering 85

Engineering Follow-up Conversion Start-ups 85

Iannarino

JULY 19, 2021

When the conversation didn’t include our solution, discovery replaced it. A large part of this conversation answers questions about what the client needs to do and how they do it, including managing the change initiative. So, where do we find the traditional discovery ? Discover a Problem. Consensus-Building.

Conversion 333

Conversion Clients Sales Contract 333

Tibor Shanto

AUGUST 10, 2021

Questions are the weapon of choice for consistently successful salespeople, so listen up the half that aren’t making quota. But most sales professionals don’t approach question in a strategic fashion, meaning going beyond the obvious. Take closed ended questions, most people have bought into the myth that they are bad.

Appointment 274

Appointment Quota Prospecting Education 274

Cerebral Selling

MARCH 18, 2024

For example, reps often come to their leaders with questions like: “My customer went dark on me. I asked for a discovery call but the customer just wants a demo. He said, “David, I know as leaders we strive to coach our reps and lead them to the answers they need. What should I say to get them back to the table?”

Objectives and Key Results 164

Objectives and Key Results Legal Negotiate Trust 164

A Sales Guy

AUGUST 10, 2020

Can you see the difference between the two questions in this video? Can you see how based on the questions, and the answers, how one question sets the salesperson up for success and the other keeps them in the same place? Most of you know how important I believe the discovery process is.

Sales 205

Sales Clients Process Sell 205

Sales Gravy

MARCH 28, 2023

On this special episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams and bestselling author of Coffee's for Closers, Tony Morris, dive into the art of great discovery, how to ask questions that build rapport and create engagement, and why better questions set the groundwork for better results.

Negotiate 83

Negotiate Education Pipeline Presentation 83

Veloxy

FEBRUARY 13, 2023

Did you know that asking questions makes it more likely for customers to approve of you? Research conducted at Harvard University suggests asking questions improves liking and learning. Open ended sales questions are a crucial aspect of the sales process. What are open ended sales questions? It’s true.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

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. Don’t accept their first answer.

Technique 77

Technique Sales Follow-up Start-ups 77

Gong.io

SEPTEMBER 28, 2021

The best reps ask the best questions. Asking questions is good for your brand and your career, according to this Forbes article. The research shows that asking more questions builds emotional intelligence.”. It turns out, asking (more, better) questions also translates well to the most successful reps. often plays well.

Objectives and Key Results 108

Objectives and Key Results Sales Follow-up Strategize 108

Partners in Excellence

FEBRUARY 12, 2024

Our questioning and discovery strategies each have an agenda, we seek answers that enable us to pitch. We are driven to pitch our products and solutions. We have presentations focusing on us, our products, our companies and how great we are. We have closing strategies focused on getting the order. They don’t feel heard.

Customers 111

Customers Negotiate Pitch Trust 111

Iannarino

MARCH 2, 2023

With two questions, it was possible to identify and surface the root causes of the pain points of not having a productive workforce. The first question was what they paid. The second question was how people were treated. Hope your competitors’ discovery is weak.

B2B 291

B2B Contact Clients Entertainment 291

Partners in Excellence

FEBRUARY 23, 2022

For decades, sales people have been taught about the importance of “Discovery.” ” It’s a series of questions we inflict on the customer. With due respect to Neil Rackham, we’ve learned questioning techniques to support our discovery process. In reality discovery is for the customer, not us.

Pitch 82

Pitch Technique B2B Process 82

Salesforce

OCTOBER 10, 2023

It’s what needs to happen before you can ask questions during qualification and discovery (more on these below) and after you’ve done the customer research that guides your prospecting. Qualification and discovery You’ve made a connection. This is called a discovery call. What solutions are they considering?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Search Engine Land

SEPTEMBER 18, 2023

Often, keywords, questions and phrases can be asked differently and SEO tools can all report them as “zero volume” keywords. Instead, on Quora the question has a different type of engagement. There are hundreds of related questions: Plus, over 1,000 people follow the topic and thousands of upvotes for many answers people give.

Promote 143

Promote Trust Strategize Niche 143

Search Engine Land

FEBRUARY 6, 2023

Google is now testing Bard, its answer to OpenAI’s ChatGPT. It shows how Googe Search uses AI to respond to long queries with a long AI-created response: This screenshot gives you an idea of how Google could soon integrate AI-generated answers directly into Google Search. It is now being used to create these answers for users.

Launch 98

Launch Technology Technology User Experience 98

Gong.io

MAY 4, 2021

I was four slides into my discovery deck, thinking everything was going smoothly. I turned off the screen share and quickly pivoted to asking questions in hopes of sparking a dialogue. . The call died because – according to our new data – selling with slides backfires on discovery calls. Asking questions. . I froze. .

Presentation 118

Presentation Up-sell Sales Meeting 118

Martech

DECEMBER 7, 2023

Zoovu’s Advisor Studio is a generative AI solution for personalized product discovery and customer assistance. It creates product recommendations and customized product detail pages and has an AI-enabled assistant ZOE to answer customer questions on product pages.

E-commerce 99

E-commerce User Experience Campaign Conversion 99

Martech

JANUARY 18, 2024

Typeform’s Formless creates conversational forms that can ask and answer questions. Rakuten Advertising’s Partnership Discovery uses AI to help advertisers find the most effective publisher partners for product-specific affiliate campaigns. Formless jas customizable templates, multilingual support and easy integration.

Retail 99

Retail Promote Strategize Campaign 99

Salesmate

JUNE 9, 2020

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. Through successful sales discovery calls, you can uncover those needs and expectations. What is a discovery call? Questions are the base of a sales discovery call. Rapport building.

Sales 125

Sales Prospecting CRM Quota 125

Understanding the Sales Force

JANUARY 27, 2024

To make matters worse, he only had two sales calls this week, skipped discovery and qualification and instead of building a case, conducted two quick demos and produced two irrelevant unqualified proposals giving the competition a huge edge come decision making time. Ball’s in Dave’s court and he agrees to quote – oh no!

Sports 73

Sports Cross-sell Gaming Sales 73

Search Engine Land

JUNE 2, 2023

Called Ask Instacart, the new search feature is designed to help answer shoppers’ grocery-related questions and give a boost to sponsored product campaigns. Instacart said this is “a highly specialized model designed to only respond to relevant food-related questions.” How it works. ” What it looks like.

Retail 96

Retail Campaign Engineering Product 96

Cerebral Selling

SEPTEMBER 19, 2022

Some examples include using empathy to get buyers to answer your toughest question, mastering the critical art of listening , connecting face-to-face , and personalizing your outreach. In the past, I’ve shared many tactics for connecting with buyers in an emotionally-connected way. The post The Secret to Selling More?

Sell 147

Sell Cold Call Territory Up-sell 147

Gong.io

NOVEMBER 12, 2021

Here’s why: Cold calling isn’t about discovery. Skip the discovery questions on the cold call. Speaking of cold calling… Check this out: Including the cold call question “How have you been?” So why does this question perform so well? 5 Sales Skills for Asking Questions: Longer responses = more success.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Salesforce

OCTOBER 11, 2023

Imagine the sensation he felt in that moment, the sensation of discovery. You’re on a discovery call with a prospect, searching for a justification to pitch your product, when all of a sudden, there it is: a bright, expensive problem that only you can solve. What you’ll learn: What is a discovery call?

Pitch 59

Pitch Trust Transportation Objectives and Key Results 59

Martech

JULY 20, 2023

It integrates large language model capabilities to intent routing, answer generation and intent indexing. Wistia Fetch is a search tool trained on Wistia data to provide answers on video marketing and production questions. use humor, use power words, pose a question, etc.) It generates subject lines for email campaigns.

Pitch 91

Pitch Campaign CRM Technology 91

STAR Results

AUGUST 12, 2021

At the core, what an executive coach does is simple: asks questions, many of them. The type of questions that drive a process of self-discovery and awareness of yourself as an executive and as a human being. At the heart of change lies the notion that we grow by asking questions. Why Would You Need Executive Coaching?

Growth 265

Growth Trust Meeting Process 265

Partners in Excellence

SEPTEMBER 24, 2020

The discovery part of the buying and selling proceesses are, perhaps, the most important part of the process. Too often, our discovery questions are highly scripted to get us to learn the things we need to know to better sell? First, we ask a series of questions to qualify, nominally, the opportunity. In reality, nothing.

Pitch 92

Pitch Process Sell Customers 92

Gong.io

MARCH 27, 2019

Are you looking for the BEST discovery call tips? You have to know the basics of good discovery for these to work. With that said, let me jump right in and show you the first discovery call tip…. ONE: Discovery is a process, not an event. Discovery calls aren’t a STAGE during the sales cycle. Take notes.

Technique 111

Technique Sales Start-ups Up-sell 111

Iannarino

JULY 14, 2021

Call this the commoditization of the discovery call, a first meeting where the only real outcome is articulating a problem already well known to the client. For a long time, salespeople described consultative selling as something like “asking good questions” and not using any “high pressure” techniques.

Conversion 327

Conversion Sales Clients Technique 327

Lead Fuze

JULY 6, 2021

Sales Discovery Calls should be part of the new product launch marketing plan. The point of a sales discovery call is exactly that: to discover. The aim of a sales discovery call should be to gain an understanding of the prospects’ requirements in order to determine whether you can assist them or not.

Sales 98

Sales Launch Represent Appointment 98