Discovery Tactics

How do you measure the effectiveness of your discovery tactics?

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

To effectively navigate objections, preparation is paramount. Begin by deeply understanding your case studies through direct customer interviews. Develop a comprehensiv...

563 Views

How do you identify decision-makers through your discovery tactics?

Adobe Director, Adobe Sales Academy • 4mo

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...

456 Views

How do you prioritize which discovery questions to ask when time is limited?

Adobe Director, Adobe Sales Academy • 4mo

Start by listening for cues that signal authority, then confirm the decision process with open-ended questions.Practical steps:Listen for language: Phrases like “I’ll nee...

440 Views

How do you handle discovery for complex, multi-stakeholder sales?

Adobe Director, Adobe Sales Academy • 4mo

When time is tight, focus on questions that unlock the biggest insights: "What’s your top priority right now", "What does success look like?" or "What could derail this i...

448 Views

How do you work to qualify the prospect fast in fast out, to effectively manage your time?

Adobe Director, Adobe Sales Academy • 4mo

Start by mapping the stakeholder landscape early, review it often, make revisions and keep notes. If you sell with a larger account team, make sure everyone on the team h...

473 Views

What are a few open-ended or thought-provoking questions that you ask to get the prospect sharing that aren’t product related?

Adobe Director, Adobe Sales Academy • 4mo

To qualify prospects quickly and manage time effectively, focus on clarity and insight:Define fit upfront. Know what matters for your sales process, have some criteria re...

454 Views

Katie Harkins

Glide VP of Sales • 8mo

Why did you join XX company? How did you first hear about the role?Who is your favorite customer? Pause. Listen. Why?How do you like to be communicated with? Email? Slack...

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168 Views

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?

Katie Harkins

Glide VP of Sales • 8mo

Best Practices: Take pre-call prep seriously. Don't do it 3 minutes before a call. Do you have 3 reasons they'll tell you YES and 3 reasons they'll tell you no with answe...

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170 Views

What are some of the key external pieces of information you need to know before a discovery call?

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?

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

This is a critical question and often the root cause of inefficiencies and confusion when scaling a business development function. First Rule for Discovery Prep: Keep It...

803 Views

Ex: Their actions and their words aren't adding up

How do you discover the root cause of a problem for your champion and level that problem up to a larger more painful organizational problem?

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

How do you weave discovery into both your deck and demo process?

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

This is an excellent question, though providing a singular, straightforward answer can be challenging. Identifying root causes can range from straightforward to highly co...

782 Views

How do you incorporate customer feedback and insights from discovery into the sales process?

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

Integrating effective discovery into your presentation and demonstration process is the differentiator between consistently winning and struggling to close deals. Value-...

771 Views

How do you effectively manage the discovery process to ensure that it is efficient and effective, without rushing or dragging it out?

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...

773 Views

How do you qualify a champion, and if they are deemed unqualified, how do you enable introductions to others in the organisation?

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

Andrew Zinger

Ironclad Senior Global Director, Revenue Enablement • 1y

Here are some of my tips on how to qualify an internal customer championA true champion should have:1. Influence – Can they drive internal conversations and decisions?2. ...

593 Views

If a prospect is dragging things out, should you close-lost it and kick it back to SDR to re-qualify in a few months, or should you continue to nurture it?

Andrew Zinger

Ironclad Senior Global Director, Revenue Enablement • 1y

Great question - I think it is just as important to 'disqualify' deals than it is to 'qualify' them in - this allows you to focus on deals that have the greatest opportun...

588 Views

How do you effectively communicate the value of your product or service to large, complex organizations?

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?

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

Communicating value effectively isn't about having the perfect pitch. It's about having a system that enables you to drive credibility, identify real pain, and maintain m...

676 Views

Framing & Preframing of the conversation

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

An interesting first question, and one that assumes pain points and value language is completely understood - Let's do this insted. I'll give you my recipe for building a...

831 Views

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?