Podcast episode
Building impact and intensifying urgency in your discovery calls (Chris Orlob, Co-Founder & CEO @ Stealth Startup)
30 Minutes to President's Club23 Nov 202231 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Ask your inbound leads what prompted them to take the call. Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery. Categorize buyers’ answers into problem language or solutions language. Buyers often answer “problem” questions with solutions, so ensure you get the problem language. Avoid discovery fatigue with a mix of emotionally intelligent techniques. (Examples: quick customer stories, summarizing, questions) PATH TO PRESIDENT’S CLUB Co-Founder & CEO @ Stealth Startup Director of Sales & Go-To-Market @ Gong Co-Founder & CEO @ Conversature Regional Sales Manager - New Business @ InsideSales.com RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
here. They go, yeah, like now that I think about it, demos are important. They're probably the most important, but we also have pilot setup calls and a bunch of other stuff we do in between, email summaries, all that kind of stuff. And so now I'm going in the direction of you need to get visibility “full sales cycle, every call, every email, every outreach call, everything” sellers can walk into the business and follow an entire sales cycle in an afternoon instead of in five months. It's killer. So one last question for you, Chris, is between what we were talking about before, which is the root cause, and then eventually you brought us to the point where
In CRM
can search keywords and a call and boom, pops up a bunch of calls, their minds are going to be blown. Never happens. You will turn a corner as a sales professional when you realize people like truly don't care about your product. They care about their pain and “then your product is a tool to address their pain.” thinking it's about your product. I'm sure you've heard that one already though. So I'll go a step further. Stop thinking it's about your product's benefits and really get sold on the idea that this is about creating pain or finding pain. One of our best yet. Chris,