Mastering Discovery in Sales

ACTIONABLE TAKEAWAYS:

1. No Last-Minute Coaching: Avoid changing a rep’s game plan in the 30 minutes before a call. It signals distrust and forces them to scramble, leading to a worse outcome.
2. Stick to One Coaching Theme: Don’t introduce a new area of improvement after every call. Focus feedback on a consistent theme to drive real progress.
3. Align on Call Emotion: Before a discovery call, ask your rep how they want the prospect to feel. This sets the right tone and helps shape their delivery.
4. Know Your Role in Calls: As a manager, decide if you’re leading, coaching, or just reading the room. Adapt based on the rep’s experience level and the call type.

ALEX'S PATH TO PRESIDENT'S CLUB:

• Founder & CEO @ Alluviance
• Director of Sales Commercial @ Outreach
• Director of Sales Corporate @ Outreach
• Territory Account Executive @ Microsoft

RESOURCES DISCUSSED:

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• Things you can steal