How do you measure the effectiveness of your discovery tactics?
2 Answers
Collectly VP of Sales • 6mo
There's 2 key metrics to track around discovery:1. Disco to demo conversion rate - how many discovery calls convert to demos. The rule of thumb is you want to be between...
708 Views
Adobe Director, Adobe Sales Academy • 5mo
Measure success by impact, not activity. It’s not about how many questions you asked or how quickly you complete the process —it’s about whether those questions moved the...
458 Views
Related Questions
What are some best practices in discovery and process management you've seen amongst your highest-performing sales reps. What are common pitfalls you see? How do you effectively manage the discovery process to ensure that it is efficient and effective, without rushing or dragging it out?How do you identify decision-makers through your discovery tactics?How do you incorporate customer feedback and insights from discovery into the sales process?How do you weave discovery into both your deck and demo process?What types of industry trends or product focused data do you leverage to align to a pain point during the discovery process? And what do you lead with?