AMA: AlphaSense Director of Strategic Sales, EMEA, Brian Tino on Discovery Tactics
November 5 @ 9:00AM PT
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AlphaSense Senior Director, Strategic Sales • 1y
Research and preparation are essential to great discovery. When coaching my reps to prepare for discovery, I advise preparation across the dimensions of: Individual: t...
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AlphaSense Senior Director, Strategic Sales • 1y
I'll start with the 2nd question first... Personally, I coach my team that leading with a well positioned "suggestive discovery" question is the most effective at openin...
638 Views
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AlphaSense Senior Director, Strategic Sales • 1y
Firstly, it is important to recognize that discovery is not one stage of a sales process nor is it only the questioning that occurs on your first meeting. Discovery is a ...
640 Views
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AlphaSense Senior Director, Strategic Sales • 1y
Customer feedback and insights from discovery serves as the foundation for the business case that will support your deal. Ultimately, the business case is "the story tha...
774 Views
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AlphaSense Senior Director, Strategic Sales • 1y
If a prospect is dragging this out, the most important aspect is getting to understand why... Did their priorities change? Is the underlying business case not compellin...
612 Views
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AlphaSense Senior Director, Strategic Sales • 1y
When handling objections throughout the sales process, I generally advise first understanding the 'why' behind the objection/question, and then when you are comfortable w...
641 Views
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What is the best way to phrase a question to get the info you need when it feels like they aren't telling you the whole story?
Ex: Their actions and their words aren't adding up
AlphaSense Senior Director, Strategic Sales • 1y
My two favorite technique to use when you believe a client may not be telling you the whole story is: 1) Humbling disclaimer - you can disarm a prospect who may be withh...
812 Views
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Framing & Preframing of the conversation
Often times the sale is lost before it even gets started when there is no clear path or intention by the sales associate. What do you do, or encourage others to do, at the very beginning of the call to ensure the framing of the conversation is established early and is understood by all parties involved?
AlphaSense Senior Director, Strategic Sales • 1y
Clarity of expectation setting early on is important as it is the foundation of your relationship with a prospect and the rest of the sales process. When I'm operating a...
1068 Views
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