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Categories: Sales Discovery Process

Strategies to Increase Sales: Asking Bold Discovery Questions

Deals are won and lost in discovery. It’s a critical part of the sales process because it’s where you lay the groundwork for attaching to business problems and selling on value. Some salespeople have a tendency to rush the discovery process, anxiously trying to get the order. Pushing the process doesn’t set your deal up for success. However, taking your time in discovery requires effective questioning. Take your time, you’ll thank yourself later. Here are a few tips to help you ask great questions.

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Categories: Sales Discovery Process

How to Stack Customer Requirements in Your Favor

If you want to steer a buyer’s solution requirements away from your competition (including a “do nothing” or a “no decision”), there are a few key areas of your sales conversation that you can focus on to successfully stack customer requirements in your favor.

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Categories: Sales Discovery Process

How to Get Higher in Your Prospect's Organization

Who doesn’t want to get higher in an organization and gain more access to people with discretionary funds? If you feel like you’re consistently selling to the lower rungs of your customers' organizations and your managers are telling you to get higher, you likely need to adjust your sales conversation. Remember, whoever you’re working with in a buyer’s organization is one of many. Selling higher requires you to expand your point of view on the business perspectives of other key players in a buyer’s organization. At the same time, avoiding stalls, losses or delegation requires you to expand your buyer’s point of view on the benefits of an enterprise-level business case, not just a business case for their siloed needs. Improve your ability to gain access to decision makers higher, wider and deeper in a buyer's organization and make an impact. Here are three common reasons why salespeople sell low and how you can shift your process to sell higher.

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Categories: Sales Discovery Process

The Decision Process: Everything You Need to Know to Sell More

As you transition in your career to selling larger contracts and working with more decision makers, your ability to navigate the decision process with multiple business influencers will be critical to hitting your quota. We often use the phrase, “getting multithreaded in your opportunities”. It’s a skill set that takes discipline and commitment in order to successfully navigate the decision process. Improve your ability to sell to multiple decision makers within your accounts with the following best practices. 

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Categories: Podcasts  |  Sales Discovery Process  |  Sales Qualification

Coaches VS. Champions: Know the Difference

Champions can be a critical component to closing complex details. Identifying a Champion in your deal is a key step, but one where salespeople can struggle. Champions can easily be confused with Coaches. Make sure you know how to identify a Champion.

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Categories: Sales Discovery Process

Our Most Popular Content on Executing Effective Discovery

We write a lot about executing an effective discovery process. It’s one of our most popular blog topics, likely because it’s one of the most important components to a value-based sales conversation. Effective discovery helps separate you from other salespeople, putting you in a better position to influence the decision criteria, instead of simply reacting to it. Top sellers know that solid discovery helps the customer clarify their thoughts and may encourage them to think about their situation in a way they haven’t before. We rounded up some of our best resources on executive effective discovery. Use them to your advantage.

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