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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right? A little bit obvious, right? But my guess is you're a little bit more slick than that in the approach. You know, I actually think you don't have to hide being obvious. You're not trying to like sneak under the radar. You're giving them food for thought. Now they can refute that food for thought, and if they do, there's probably nothing in their environment that you can solve, “in which case disqualify them.” when we were competing against Chorus and we had just released email capture, right? So now Gong is the only solution on the market that analyzes calls and emails. Our closest competitors only analyze calls. Customer comes to the table. Yep, we've got a big challenge when it comes to ramping
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
monologue at the end of the call? I typically don't weave in how we help till toward the end, but I still accomplish the same thing you're talking about, which is reducing the friction of the conversation by using a different tactic entirely, and that is summarizing frequently “telling short snippet version customer stories frequently.” question, and I start to sense that I'm wearing out my welcome with too many questions, and I go, okay, let me just summarize what I'm hearing so far. And if you summarize using their exact words and you make another human being feel understood, you just put a bunch of money into the emotional
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