Hall of Fame: Discovery

Description

Listen

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. 3:35

   Number two, when do you want to buy this thing? If it were free, when would you actually make a decision? And then number three is how? And the key thing is you must tell them typically how someone would buy from this point on. You don't ask. “You validate the how you buy.” Beautiful. What's number two, Armand? Number two, this goes to the how piece, which is called next next steps. So once you get to that third question, do not just set a next step. Hey, let's do a 60-minute deep dive after this.

   In Buying process discovery

2. 7:11

   That determines and makes sure that you're driving in the right direction in the first place. And so I'm gonna set the beginning, middle, and end direction of the call. And so Nick, it might sound like this. Look, Jane, the reason that we're on this call is really the purpose here is to figure out if we can help you at all. That's the purpose, okay? The plan. “The way we're gonna do that” is before I just jump into the software, I sort of have to understand how you're doing X, Y, Z today to figure out exactly if we show you something, what we show you, and if there's even a problem to solve in the first place. Great, that's the plan. That's how we're gonna accomplish the purpose. The outcome. At the end of this call,

   In Needs and requirements discovery

3. 9:22

   Oftentimes what happens when buying a product like ours is people are really excited about it and there's already some sort of budget for it. And so you wanna make sure that we get the right people involved early as possible. It sounds like this is gonna be a little bit more of a, hey, let's make sure that you're super comfortable with this thing and your team is super comfortable first, “and then we can go take that step together afterwards,” after we've done a deep dive between you and I. Does that sound like a plan? We can talk about this later. I think we're laying the cart before the horse a little bit, but I wanted to give you a sense of what folks typically do. And so I'm not backing down, to be clear. The only thing that I'm doing is I'm inserting a micro step in between that's saying,

   In Multi-threaded prospecting

4. 19:03

   I'm going to give you a four-slide flow that I use for every single big team demo. There are four slides that I use every single time. The first is it's an introduction and agenda slide. And that introduction and agenda slide includes all the faces of all the attendees there. And the reason for that is I don't believe in doing one-by-one introductions. “Instead, what I recommend is you introduce your side, and your champion introduces their” side. Because the moment you do the 10-person, hello, my name is Bill. I run the finance department for 10 people. No one wants to be on that call, and you've burned 10 minutes. This is Nick. This is Jane. This is yada, yada. That's my team. Who's your team? Great.

   In Warm sales handoff

5. 23:08

   for and the key ways that we can solve your problem. Would you mind pre-walking them through this, just so you can calibrate upfront and we're not starting from zero? Because I would hate to jump onto that call, and they jump on and they're like, hey, I don't even know what you do. Can you help bring us to stage three and catch them up to where you and I are in the sales “cycle?” I've got one more question for you around multi-threading and the five-minute drill. Because I understand the five-minute drill with your champion, where it's like, at the end, you're figuring out, all right, where do we go from here? Are you happy with this, et cetera? I feel like if I've got now meeting with one group, demo with another group, I'm having

   In Champion identification

Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.