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What type of content do you recommend a rep shares after that rep has a 30 minute discovery call to keep a conversation moving?

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3 Answers
Sales Content
  1. Rajendran Nair
    Rajendran Nair

    Medallia Vice President Product Marketing • 4y

    To be clear, this answer is about assets that a rep should share after the initial discovery call but prior to the deeper dive (mostly demo) call. At a bare minimum, the rep should share a summary of the call, enumerating the key value proposition of your product (pre-canned) questions brought up by the prospect on the call (and the answers if possible/available) questions that the rep may have for the prospect, and the next steps to keep the conversation going. This could include other content ...Read More

    1,451 Views
  2. Courtney Craig
    Courtney Craig

    Shopify Head of Retail Product Marketing | Formerly GoDaddy, ClearVoice, AppBuddy, Scripps • 2y

    After the discovery call, if the prospect is a good fit, I like the sales rep to follow up with a more in-depth demo session, where they personalize the demo to the prospect's business needs. The outline of this demo can be created by the rep taking notes when they are on the discovery call. Then on the next scheduled call (or the rep can record a video), the rep actually goes into their demo environment and uses the outline to take the prospect through features/uses cases that interest them mos ...Read More

    678 Views
  3. Amanda Groves
    Amanda Groves

    Zywave VP of Product Marketing | Formerly Crossbeam, 6sense, JazzHR, Imagine Learning, Appsembler • 2y

    After a 30-minute discovery call, a sales rep can keep the conversation moving by sharing: Personalized recap email summarizing key points. Case studies showcasing similar successes. Customized solution overview targeting prospect's needs. Product demo video highlighting relevant features. Industry insights and reports. ROI calculator for potential benefits. Comparison guides against competitors. Relevant blog posts on discussed topics. Invitations to webinars or events. FAQs and how-to guides. ...Read More

    398 Views

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