A good Sales/Revenue Ops and Deal Desk team could support Sales with a "Last Mile" playbook with tools and talk tracks to navigate the Decision Process. Procurement is often a "Pain" in itself for the customer, it's hard to navigate after coming off a Solution Win. Not a lot of focus in most companies to tackle these challenges, and how often do deals slip as a result (and time kills every deal!). Love the video!
Hello Andy, The video is amazing, It would be great if you can create more videos that can help us with basic questions(impactful) during our first meeting with a potential customer. TIA
Just thought I'd say - I tried this today and it really helped. My customer hadn't bought a technology like mine before, but they had made similar size purchases and gave me insight into the way that contracts get signed and some of the things that take time. As a result we are trying to work on getting a draft contract out to them asap.
hi, do you have sample questions to uncover these pain points or a live call where we can see? typically how long do these discovery questions and call take? i suppose that is different from a short 5-10mins cold call
Great idea - if you are able to see what other tech they use either by googling press releases/case studies that include them or by looking at what technology is running on their website by using a plugin like 'BuiltWith' you can uncover which tech they use and if you have connections at those companies you may be able to find out some very useful information by syncing with them.
Hi Taylan, Great question - The outcome of you asking this question is that you will have much better visibility of the Decision Process which will help make both you and your customer more efficient throughout the process. As long as you can make it clear to your customer what your intentions are then if they still don't want to answer it then it is a strong signal that your customer isn't qualified and you should consider trying to find another contact within the organization or qualifying out.
I am yet to find a video about discovery calls that actually benefits me. These TH-camrs talk for 10-15 minutes straight and don’t get to the point how are you claiming to be sales people when you don’t give the audience what they have searched for
A good Sales/Revenue Ops and Deal Desk team could support Sales with a "Last Mile" playbook with tools and talk tracks to navigate the Decision Process. Procurement is often a "Pain" in itself for the customer, it's hard to navigate after coming off a Solution Win. Not a lot of focus in most companies to tackle these challenges, and how often do deals slip as a result (and time kills every deal!). Love the video!
Absolutely! I love this. Where would the playbook live in your eyes?
😮😊😅😊😮😮 3:36 😮
Great question Andy and some great points around the alternative answers you may get.
Thank you Jim, my friend :)
Hello Andy, The video is amazing, It would be great if you can create more videos that can help us with basic questions(impactful) during our first meeting with a potential customer. TIA
More of this, please!
very (very) valuable info, thank you
Just thought I'd say - I tried this today and it really helped. My customer hadn't bought a technology like mine before, but they had made similar size purchases and gave me insight into the way that contracts get signed and some of the things that take time. As a result we are trying to work on getting a draft contract out to them asap.
LOVE THIS!!! 👏 .
Really cool, thanks Andy
Thank you 🙏
Brilliant!
Killin' it dude!
hi, do you have sample questions to uncover these pain points or a live call where we can see? typically how long do these discovery questions and call take? i suppose that is different from a short 5-10mins cold call
I'd love to have these videos with proper sounds.
The last customer I tried this with gave me the "Don't Worry" answer and then ghosted me after the call 😂 .
Sounds like you accelerated the inevitable!
Smart !
Can you also use this question to find out who they have bought from before and then reach out to that salesperson and get their advice?
Great idea - if you are able to see what other tech they use either by googling press releases/case studies that include them or by looking at what technology is running on their website by using a plugin like 'BuiltWith' you can uncover which tech they use and if you have connections at those companies you may be able to find out some very useful information by syncing with them.
"What happened last time you bought something like my solution"
What if the customer doesn't want to answer this question?
Hi Taylan, Great question - The outcome of you asking this question is that you will have much better visibility of the Decision Process which will help make both you and your customer more efficient throughout the process. As long as you can make it clear to your customer what your intentions are then if they still don't want to answer it then it is a strong signal that your customer isn't qualified and you should consider trying to find another contact within the organization or qualifying out.
Didn't know he did sakes training as well
Hi
I am yet to find a video about discovery calls that actually benefits me. These TH-camrs talk for 10-15 minutes straight and don’t get to the point how are you claiming to be sales people when you don’t give the audience what they have searched for