What type of content do you recommend a rep shares after that rep has a 30 minute discovery call to keep a conversation moving?
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 such as case studies/testimonials, product tour videos, product updates, press releases, analyst/press content, etc. but that should be a constant drip to stay top of mind with the prospect.
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.
Customer testimonials for credibility.
Request for prospect feedback.
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 most. This takes a little time and you need to have a good demo environment set up, but in my experience it goes a long way.
Top Product Marketing Mentors
