104: Simple framework for value oriented discovery

The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams

English - February 22, 2022 16:00 - 14 minutes - 9.71 MB - ★★★★★ - 8 ratings
Marketing Business Education Self-Improvement sales selling b2b sales leader marketing marketing leader demand gen startup b2 startup sale Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed

Previous Episode: #103: How to use your sales deck effectively

Next Episode: #105: Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales team

We all know we should understand what is happening with our prospects, but too often discovery turns into interrogation and a frustrating experience all round.

3 things I see quite a bit:

We’re tempted to rush the discovery We don’t ask great questions, we keep it too light We’re asking the right questions to the wrong people

These are the things I see getting in the way of your sessions, so I’ve come up with this 4 Box Framework, that allows you to execute great discoveries.

#1 Current situation and current problem

#2 Impact of the problem

#3 Ideal Future

#4 Positive Impact

Tune into today's episode where we expand more on these points and what you can do to make sure you're making simple, but great discoveries!

If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at [email protected] or you can also go to my site at www.unstoppable.do.

We want your questions and topic suggestions for future episodes. Send them to [email protected] or send us a voice/video at https://zipmessage.com/unstoppable

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