How to win in discovery? Jason Bay

K2 Sales Podcast

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6M ago 51:58

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Discovery is not a stage it is an act. As sales professionals we are always discovering.
Uncovering new pieces of information, seeking new perspectives, opportunities, gaps based on our conversations.
Tune in to my conversation with @Jason Bay founder of @outbound squad, where he shares some of the best practices that are often missed during the act of discovery.
Identifying a champion, is a big one. This person will support momentum on the inside.
When on a group call, have you considered booking a follow up 1:1 call and start building a relationship?
This allows us to gather more information and decreases the likelihood of happy ears.
In a group setting details around internal processes, decision making criteria rarely come out.
How can we move from playing zone to 1:!?
Tune in to learn more tactical tips and elevate your discovery playbook.
#b2bsales #discovery #champion

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Chapters

1. Intro (00:00:00)

2. Kicking Off Discovery (00:00:01)

3. Discovery Hurdles (00:01:03)

4. Champion 10 (00:02:12)

5. Asking the Right Way (00:03:17)

6. Sales Process Deep Dive (00:04:02)

7. Champion's Role (00:05:00)

8. Backtracking Success (00:06:06)

9. Creating a Champion (00:07:10)

10. One-on-One Communication (00:08:35)

11. Solo Meetings Matter (00:17:45)

12. Personal Talk Wins (00:19:02)

13. Reciprocity Tactics (00:21:20)

14. Cutting Doubt, Gaining Speed (00:27:46)

15. Focus and Aims (00:35:52)

16. Discovery Cycle (00:36:49)

17. Issues and Fixes (00:41:51)

18. Questioning Skill (00:44:05)

19. Practice Makes Perfect (00:46:11)

20. Boosting Results (00:49:10)

165 episodes

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