#157 - Structuring the steps of your discovery call (Krysten Conner, Enterprise Account Executive @ UserGems)
30 Minutes to President's Club | No-Nonsense Sales
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We Need More Pipeline
I think too many reps do is they take that first statement at face value. You have to know all of the nitty gritty details behind what is prompting that need in order to actually articulate, hey, here is why we are best suited to it. So you actually have to show a little restraint where you don't jump on things right away. Can you talk through that piece of the call? Yeah, this is super important. It helps save everyone a lot of time. And it's very transparent. Again, you're earning credibility. By the way, you're asking this call at the end. If we're on a call, I might say, Nick, I've enjoyed talking
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