30 Minutes to President's Club | No-Nonsense Sales 202 (Lead) How to Break Down Rep Discovery Into Digestible Pieces (Chase Macaione, Zip)
20 snips
Mar 14, 2024 Learn valuable sales insights from a Zip commercial sales leader on breaking down rep discovery. Discover tips on optimizing sales days and enhancing sales discovery effectiveness. Explore ways to engage customers effectively and master key capabilities in sales conversations. Gain insights on debriefing sales calls, transitioning to a frontline manager, and driving deal acceleration.
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Disco Breakdown for Discovery
- Use Gong to review and score discovery calls weekly to identify effective and missed discovery questions.
- Develop a consistent set of discovery questions for reps and review their purpose to improve qualification skills.
Build Your Own ICP
- Involve reps in building your ICP by understanding product differentiators and related pain points.
- This helps reps grasp why target companies fit your solution and improves call preparedness.
Digital Shadowing With Gong
- Use 'digital shadowing' by having reps listen to recorded calls weekly and provide feedback.
- Sharing stellar snippets in team channels reinforces good sales habits remotely.