Outbound Squad

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

Jul 4, 2023

59:41

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Episode notes

Introduction

2min

How to Prepare for Great Discovery

2min

Zoom Info's Tightening of the Sales Process

2min

The Importance of Coaching the Buyers Through the Sales Process

2min

Alignment in Tough Economic Times

3min

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

2min

How to Get a Prospect in an Intro Call

2min

How to Manage Expectations on a Discovery Call

2min

How to Start an Intro Call

3min

10.

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

2min

11.

The Importance of an Upfront Contract

2min

12.

How to Set Expectations for a Sales Call

2min

13.

The Importance of Implicate Pain

2min

14.

How to Warm Up Your Intro to a Call

2min

15.

How to Succeed in a Sales Process

2min

16.

How to Guide a Conversation From a Future State

2min

17.

How to Isolate Companies That Need Your Services

2min

18.

The Importance of Curiousness in Cold Calling

3min

19.

How to Structure Questions to Help Your Rep Structure Questions

4min

20.

How to Qualify for a Prospect

2min

21.

The Importance of Framing Questions

2min

22.

The Power of Future State Questions

2min

23.

How to Mobilize a Champion on a First Call

3min

24.

The Importance of Storytelling

3min

25.

The Importance of Stories in Decision Making Processes

3min

26.

How to Stack Questions and Insights for AEs

2min

27.

How to Create Your Questions

2min

This episode is the audio from our recent webinar on nailing the discovery conversation. We were joined by Charles Kirkman & Kayla Prunier from ZoomInfo and Charles Muhlbauer from Alphasense.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com.

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