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30 Minutes to President's Club | No-Nonsense Sales
How to Train Teams on Discovery That Digs Deeper and Closes Bigger | Eleanor Dorfman | Ep. 281 (Lead)
Jan 23, 2025
Eleanor Dorfman, a seasoned sales leader at companies like Retool and Segment, shares her expertise in value-based selling and team training. She emphasizes the importance of banning product lingo to foster deeper customer conversations and explores how to align incentives with certifications to boost team performance. Consistency in messaging throughout the sales process is a key focus, along with embedding new frameworks into daily practices. She advocates for ongoing training and structured methods to enhance discovery, ensuring that sales teams adapt and thrive.
39:46
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Quick takeaways
- Shifting from feature-focused selling to value-driven conversations allows for deeper client engagement and larger deal potential.
- Implementing consistent training and shared language around value selling fosters collaboration across teams and improves overall sales effectiveness.
Deep dives
Transition from Feature Selling to Value Selling
Moving from feature selling to value selling is crucial for scaling sales efforts as a company matures. Initially, sales representatives may find success by focusing on specific features and technical requirements, closing deals with lower-level buyers. However, as businesses grow, it is essential to shift the conversation toward understanding the overall business problems and high-level objectives of potential clients. This reframing allows for engaging with key decision-makers and pursuing larger deals, thereby enhancing growth and revenue potential.
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