123 (Sell): Building impact and intensifying urgency in your discovery calls (Chris Orlob, Co-Founder & CEO @ Stealth Startup)

30 Minutes to President's Club | No-Nonsense Sales

المحتوى المقدم من Sean Yuan, Nick Cegelski, and Armand Farrokh. يتم تحميل جميع محتويات البودكاست بما في ذلك الحلقات والرسومات وأوصاف البودكاست وتقديمها مباشرةً بواسطة Sean Yuan, Nick Cegelski, and Armand Farrokh أو شريك منصة البودكاست الخاص بهم. إذا كنت تعتقد أن شخصًا ما يستخدم عملك المحمي بحقوق الطبع والنشر دون إذنك، فيمكنك اتباع العملية الموضحة هنا https://ar.player.fm/legal.

1+ y ago 30:38

MP3•منزل الحلقة

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FOUR ACTIONABLE TAKEAWAYS

Ask your inbound leads what prompted them to take the call.
Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery.
Categorize buyers’ answers into problem language or solutions language. Buyers often answer “problem” questions with solutions, so ensure you get the problem language.
Avoid discovery fatigue with a mix of emotionally intelligent techniques. (Examples: quick customer stories, summarizing, questions)

PATH TO PRESIDENT’S CLUB

Co-Founder & CEO @ Stealth Startup
Director of Sales & Go-To-Market @ Gong
Co-Founder & CEO @ Conversature
Regional Sales Manager - New Business @ InsideSales.com

RESOURCES DISCUSSED

302 حلقات

#Careers #Business #Armand Farrokh #Nick Cegelski #MBA #Sean Yuan #Sales