These (surprising) discovery tactics will help you win nearly all of your qualified opportunities

1

Introduction

00:00 • 2min

2

How to Prepare for Great Discovery

02:21 • 2min

3

Zoom Info's Tightening of the Sales Process

03:59 • 2min

4

The Importance of Coaching the Buyers Through the Sales Process

05:39 • 2min

5

Alignment in Tough Economic Times

08:06 • 3min

6

How to Find Out if Someone's Really Serious Before Investing Time Into a Deal

10:44 • 2min

7

How to Get a Prospect in an Intro Call

12:50 • 2min

8

How to Manage Expectations on a Discovery Call

14:55 • 2min

9

How to Start an Intro Call

16:44 • 3min

10

How to Plant a Seed That Other People Will Get Involved in the Conversation

19:30 • 2min

11

The Importance of an Upfront Contract

21:13 • 2min

12

How to Set Expectations for a Sales Call

22:57 • 2min

13

The Importance of Implicate Pain

24:31 • 2min

14

How to Warm Up Your Intro to a Call

26:19 • 2min

15

How to Succeed in a Sales Process

28:25 • 2min

16

How to Guide a Conversation From a Future State

30:33 • 2min

17

How to Isolate Companies That Need Your Services

33:02 • 2min

18

The Importance of Curiousness in Cold Calling

34:38 • 3min

19

How to Structure Questions to Help Your Rep Structure Questions

37:37 • 4min

20

How to Qualify for a Prospect

41:50 • 2min

21

The Importance of Framing Questions

43:21 • 2min

22

The Power of Future State Questions

44:54 • 2min

23

How to Mobilize a Champion on a First Call

47:21 • 3min

24

The Importance of Storytelling

50:33 • 3min

25

The Importance of Stories in Decision Making Processes

53:07 • 3min

26

How to Stack Questions and Insights for AEs

55:46 • 2min

27

How to Create Your Questions

57:42 • 2min