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Deals are on or lost in the discovery phase. Also know who you are speaking with before going into the cal - are they low level meaning you will need to uplink the conversation.
Why does this matter to you?
Current State - Pains with existing process
*WHY NOW?
Program Goals/Focus (metrics)
-if we came back together 9 months from now, what does program success look like?
Program scope/required capabilities
Decision process
Timeline
Budget
1. Why now
2. What about your process is working/what would you change
3. If we came back together 9 months from now, what does program success look like?
#SalesTraining #SalesDiscovery #b2b
Sales Questions To Ask During Discovery
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Sales Questions To Ask During Discoverysales trainingcommand of thecommand of the messagesales process interview questions and answerssales process b2bsales discovery questionssales discovery callsales discoverydiscovery callsales techniquespowerful sales questionsdiscovery call scriptsales processdiscovery call questionsdiscovery questions for salesopen ended sales questionssales training techniquestrent dressel