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How do you handle objections or concerns that come up during the discovery process?

Adam Wainwright

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...

571 Views

How do you measure the effectiveness of your discovery tactics?

Jessica Holmes

Adobe Director, Adobe Sales Academy • 6mo

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...

462 Views

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

Jessica Holmes

Adobe Director, Adobe Sales Academy • 6mo

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...

457 Views

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

Jessica Holmes

Adobe Director, Adobe Sales Academy • 6mo

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...

472 Views

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

Jessica Holmes

Adobe Director, Adobe Sales Academy • 6mo

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...

483 Views

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

Jessica Holmes

Adobe Director, Adobe Sales Academy • 6mo

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...

467 Views

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

Katie Harkins

Glide VP of Sales • 10mo

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...

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?

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 homewo...

729 Views

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

Brian Tino

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...

819 Views

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

Katie Harkins

Glide VP of Sales • 10mo

In my experience, the most effective phrasing blends curiosity, empathy, and a gentle assumption that there’s more beneath the surface. My old co-worker use to make cold ...

165 Views

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?

Adam Wainwright

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...

784 Views

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

Adam Wainwright

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-...

781 Views

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

Brian Tino

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...

781 Views

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

Brian Tino

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 ...

644 Views

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

Adam Wainwright

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

Effective champions are crucial to securing a deal, especially when there isn't a direct path to an executive sponsor. However, if your champion is too junior or lacks th...

726 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?

Brian Tino

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...

616 Views

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

Adam Wainwright

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...

682 Views

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?

Adam Wainwright

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...

844 Views

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?

Brian Tino

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...

1,078 Views

Sales Process · Discovery Tactics