Podcast
Questions and Answers
What are some key takeaways to keep in mind as you navigate the discovery process?
What are some key takeaways to keep in mind as you navigate the discovery process?
- Business Problem Question Openers2. Educated vs. Early Stage Prospects3. High Touch vs. Low Touch4. Lead Source Matters5. The Power of Positioning Statements
What are the two categories that prospects can fall into, and how should you adapt your discovery cadence accordingly?
What are the two categories that prospects can fall into, and how should you adapt your discovery cadence accordingly?
Prospects can fall into two categories: educated and early stage. Understand the differences between them and adapt your discovery cadence accordingly.
Why is it important to consider the number of calls you have to work with, and how does it impact your approach?
Why is it important to consider the number of calls you have to work with, and how does it impact your approach?
The number of calls you have to work with – be it one or multiple – can significantly impact your discovery questions. High touch and low touch sales processes require different strategies.
What are positioning statements, and why are they essential during discovery?
What are positioning statements, and why are they essential during discovery?
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What is the recommended number of discovery questions per call for high-conversion results, according to Gong?
What is the recommended number of discovery questions per call for high-conversion results, according to Gong?
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What type of questions should be asked when dealing with inbound leads, according to the text?
What type of questions should be asked when dealing with inbound leads, according to the text?
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How should the conversation with inbound leads be initiated?
How should the conversation with inbound leads be initiated?
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When dealing with inbound leads, what question can be used to understand their motivation for reaching out?
When dealing with inbound leads, what question can be used to understand their motivation for reaching out?
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What is the purpose of asking the question, "How are you thinking about [common challenge or problem] right now" when dealing with inbound leads?
What is the purpose of asking the question, "How are you thinking about [common challenge or problem] right now" when dealing with inbound leads?
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What question can be used to connect the prospect's awareness of a problem or opportunity with the solution area?
What question can be used to connect the prospect's awareness of a problem or opportunity with the solution area?
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What is the purpose of asking the question, "What do you see as the biggest area to improve or level up performance on right now"?
What is the purpose of asking the question, "What do you see as the biggest area to improve or level up performance on right now"?
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What type of questions should be asked when initiating the conversation as an outbound sales representative, according to the text?
What type of questions should be asked when initiating the conversation as an outbound sales representative, according to the text?
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What is the purpose of asking the question, "What's taking up most of your time or getting most of your attention right now" when initiating the conversation as an outbound sales representative?
What is the purpose of asking the question, "What's taking up most of your time or getting most of your attention right now" when initiating the conversation as an outbound sales representative?
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What type of information can be gained by asking, "How does the team look today as far as size and roles" when initiating the conversation as an outbound sales representative?
What type of information can be gained by asking, "How does the team look today as far as size and roles" when initiating the conversation as an outbound sales representative?
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Why is it important to keep asking questions and enriching the conversation as you learn more about your prospect's situation, according to the text?
Why is it important to keep asking questions and enriching the conversation as you learn more about your prospect's situation, according to the text?
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What is emphasized as essential when dealing with inbound or outbound leads, according to the text?
What is emphasized as essential when dealing with inbound or outbound leads, according to the text?
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