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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?

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3 Answers
Discovery Tactics
  1. Andrew Zinger
    Andrew Zinger

    Ironclad Senior Global Director, Revenue Enablement • 1y

    I am so glad you asked this question - discovery and storytelling is such a huge passion of mine, so happy to share my perspective: Best Practices I See From Top-Performing Sellers 1. Deep Discovery During Every Interaction – High performers never stop doing discovery - every conversation is an opportunity to learn more from your prospects/customers. While doing discovery, they don’t just ask closed ended (yes/no) questions, instead they focus on open-ended questioning (e.g., “Can you tell me mo ...Read More

    662 Views
  2. Adam Wainwright
    Adam Wainwright

    HubSpot GTM Leader | Building Products that help Sales teams win | Formerly Clari, CallidusCloud (SAP), Selectica CPQ, Cacheflow • 1y

    The best reps, the ones consistently crushing quota, have a well-defined process for discovery. These reps enter discovery calls with confidence, having done their homework on the customer. This allows them to focus on building rapport while smoothly transitioning to the issues that matter most to the prospect. They keep the conversation natural and conversational but are ready to pivot into relevant slides that highlight the customer’s pain points—ensuring that the prospect feels the call was v ...Read More

    727 Views
  3. Jessica Holmes
    Jessica Holmes

    Adobe Director, Adobe Sales Academy • 6mo

    Overall, discovery is about uncovering their world—not selling yours. Be curious, not scripted.Best practices: Prepare, but be flexible. Be curious, not scripted Have a goal for your discovery call and have questions prepared, but make sure you let the conversation flow naturally and follow where the customer's answers lead. Ask open-ended questions! You'll gain more information and insights by allowing your customers to speak freely. Listen to what's NOT said. Pay attention to their tone, the p ...Read More

    479 Views

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