You’ve worked hard to generate leads for your company. Say you finally have a call with your dream client. A discovery sales call is your first step in acquiring a new customer! Here are the best practices, my preferred structure, and some personal advice for conducting the seven steps of a discovery sales call.
Holiday parties, gift shopping, closing out year-end projects. It’s a hectic time of year,
and your calendar is jam-packed. Before 2018 rolls around though, there’s one more
essential event to add to your calendar: planning your 2018 sales efforts.
December is the time to sit down and give some serious thought to what’s worked well in
the past 12 months, and how to refine your sales strategy to hit your financial goals in
the New Year. Companies big and small must engage in this critical analysis. It’s a task
that can be broken down into three, concrete steps: customer development, refining
your pitch, and having clarity on your numbers.
Are you an organization experiencing or looking to achieve hyper growth? The single most defining factor to achieving hyper growth is deep knowledge of your customer.
I speak to a new entrepreneur almost daily, and by far, the biggest need I notice is the lack of a consistent lead generation process. Without a steady stream of leads, every business will be subject to the ups and downs of the revenue roller coaster.
The fact that many of the acknowledged reasons for startup failure are connected to sales, it is clear that a significant number of entrepreneurs to fall for these myths. The root of the problem is a deep fear of sales, which is deeply imbedded in our culture and, frankly, the nature of being human.
In sales, we solve problems. And to be successful in sales, you need the client to believe the problems we’re solving are significant. They need to have an impact on an organization’s operations, its financials, or its ability to reach its goals. Tackling those problems requires change, and change can be scary.