Discovery: How to run a sales call that doesn’t feel like a sales call
58% of buyers feel like the sales meetings they participate in are a waste of time (Rain Group).
Prospects are getting interrogated with BANT-style qualification questions. Reps are showing up unprepared. And buyers are getting slapped in the face with product pitches.
Not to mention—deals are harder to close right now:
- Sales cycles have lengthened by 40% since 2020 (Vendr)
- Only 50% of AEs are hitting quota in 2023 (Salesloft)
- Quota attainment is down 5 points since 2021 (Iconiq Capital)
These experiences are far too common in a world where buyers have more control than ever.
You need a buyer-centric structure for your discovery calls. One that prioritizes the buyer’s needs, but puts you in the driver’s seat. And for god sake, one that doesn't feel manipulative or salesy.
What to expect from this free training:
How to stay in control to keep the call from going off the rails
How to balance discovery vs. qualification
How to raise problems through carefully crafted questions
Knowing the right timing to multi-thread and get to power
