This Podcast is created and curated by Deepak Jayaraman (an Executive Coach and a Leadership Advisor). He lives in Mumbai and works with successful Senior Executives by helping them play to their unique potential but with a sharp focus on transitions (business or career). Just like businesses need to think about "where to play" and "how to win", leaders need to be coherent about "where to go" and "how to grow" in their journeys. Deepak works with them during pivotal moments to help them with ...
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Konten disediakan oleh Sean Yuan, Nick Cegelski, and Armand Farrokh. Semua konten podcast termasuk episode, grafik, dan deskripsi podcast diunggah dan disediakan langsung oleh Sean Yuan, Nick Cegelski, and Armand Farrokh atau mitra platform podcast mereka. Jika Anda yakin seseorang menggunakan karya berhak cipta Anda tanpa izin, Anda dapat mengikuti proses yang dijelaskan di sini https://id.player.fm/legal.
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123 (Sell): Building impact and intensifying urgency in your discovery calls (Chris Orlob, Co-Founder & CEO @ Stealth Startup)
MP3•Beranda episode
Manage episode 347827302 series 2782528
Konten disediakan oleh Sean Yuan, Nick Cegelski, and Armand Farrokh. Semua konten podcast termasuk episode, grafik, dan deskripsi podcast diunggah dan disediakan langsung oleh Sean Yuan, Nick Cegelski, and Armand Farrokh atau mitra platform podcast mereka. Jika Anda yakin seseorang menggunakan karya berhak cipta Anda tanpa izin, Anda dapat mengikuti proses yang dijelaskan di sini https://id.player.fm/legal.
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
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 episode
MP3•Beranda episode
Manage episode 347827302 series 2782528
Konten disediakan oleh Sean Yuan, Nick Cegelski, and Armand Farrokh. Semua konten podcast termasuk episode, grafik, dan deskripsi podcast diunggah dan disediakan langsung oleh Sean Yuan, Nick Cegelski, and Armand Farrokh atau mitra platform podcast mereka. Jika Anda yakin seseorang menggunakan karya berhak cipta Anda tanpa izin, Anda dapat mengikuti proses yang dijelaskan di sini https://id.player.fm/legal.
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
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 episode
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