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)
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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.
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Deep Discovery
- On first calls, avoid mentioning your company name.
- Focus on deep discovery to understand the customer's "why".
Ban Product-Specific Language
- Ban product-specific terms like "role-based access" in deal reviews.
- Prompt reps to explore the customer’s "why" behind their needs.
POCs for Business Value
- Use POCs to discover business value, not just technical value.
- Include a shared template with evaluation criteria for both.