PreSales Times by PreSkale (Print 64 - 26April23)

? Content Spotlight

12 SALES DISCOVERY QUESTIONS TO PINPOINT REAL PAIN

By Jonathan Costet

When conducting sales discovery, it's important to consider your prospect's stage in the buying journey. Here are some pointers to keep in mind for each stage:

1. Latent Pain: Your goal is to uncover a potential fit between your buyer’s priorities and your solution.?
2. Active Pain: At this stage, you should be focused on the business outcomes your buyer wants to achieve (impact questions).
3. Solution Development: Ask questions that get buyers to spell out the potential impact a solution like yours might have for your buyer.
4. Evaluation: By this time, glean as much information as possible about their expectations.
5. Decision: Understand who’s a part of the decision and what their priorities are that can make or break your deals.

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?? Podcast Spotlight

Addressing Customer Indecision from the Get-Go w/ Matt Dixon and Ted McKenna

According to Matt and Ted's insights, understanding the customer's perspective and concerns is crucial to guiding them toward a decision. By addressing these concerns and presenting information in a clear and accessible way, sales professionals can help customers overcome their hesitations and make confident decisions.

To address these concerns, Matt and Ted recommend limiting the amount of information customers are asked to provide. Overloading customers with too much information can overwhelm them and lead to decision fatigue. Instead, they suggest focusing on the most important information needed to make a decision and presenting it in a clear and concise manner.

Tune into the podcast here

?? Webinar Spotlight

How to Build a Multi-Generational Sales Team w/ Leigh Cantrell & Rob Matura

By Jeb Blount

Rob stresses the importance of fostering a learning environment and promoting collaboration among team members. He believes that removing biases and working purposefully towards a common goal can create a culture of inclusivity and productivity.

Jeb's approach of placing people together in the same place encourages diversity of thought and prevents individuals from falling into the trap of similarity bias. Leigh also recognizes the value of collaboration as a key to success and believes it is a valuable lesson that can be passed down to the next generation.

Overall, these ideas promote a positive and productive team dynamic that can lead to great achievements. By creating an inclusive environment that encourages collaboration and diverse perspectives, teams can achieve greater success than relying solely on individual contributions.

Tune into the webinar here

?? Upcoming Events

April 28, 2023 - Community Meet-Up: Philadelphia

May 09, 2023 - The State of Diversity in PreSales Summit

May 12, 2023 - Community Conversations: France

Thanks for reading ??. See you next Wednesday!