Steal Our Mayday Guide

It’s time to unwind our newsletter for May.?

Spring season is coming to an end (bye for now) and sunny days are ahead. So, get ready to enjoy the warmth of the sun and go on the summer vacation you’ve been postponing. Before that, we have a lot to catch up to and we can’t wait to share all the things we learned. Let’s see what we’re unwinding in our InFynd Insights – May edition.?

• Sales Discovery Questions to Steal?
• Onward and Upward - Recent Corporate Leadership Moves????
• Stand Out in the Crowded Market?
• Caught our Eye!?
• Recent Blogs to Fynd?

Keep reading!?

Sales Discovery Questions to Steal???

The best reps ask the best questions.?

Asking questions is essential for building emotional intelligence and translating it into successful sales. However, finding the right balance in the number of questions during a discovery call is crucial. Too many questions (15+) can feel like an interrogation, while too few can miss uncovering key pain points. Aim for 11 to 14 targeted questions per call.?

When selling to C-Suite executives, fewer questions are preferable due to their limited patience.?

Make sure your first sales discovery questions match where your prospect is in their buying journey. It's not helpful for an SDR to simply follow a script and ask, "What’s your biggest strategic priority for this year?" when the buyer is already actively considering products like yours.??

Asking a diagnostic question aimed at uncovering pain at the wrong stage can come across as mechanical and hinder the process of building trust and rapport.?

Questions for Each Stage?

1. Latent Pain?

In this stage, the buyers are aware of the problem but not ready to act. So there will be little to no active search for a solution. Your focus should be to find the potential fit between the buyer’s priorities and your solution. Try asking these,?

• “What’s your biggest strategic priority for this year?”?
• “What initiatives are you rolling out as part of your plan?”?
• “Where are you in the process?”?

2. Active Pain?

Before you wonder, let me say that it’s absolutely possible for a buyer to enter the funnel at this stage. How? Demo forms, chatbot queries, sales queries and so on.??

In this stage, the buyer knows there is something wrong. So actively look for solutions to fix that. So, your questions should be more diagnostic while evaluating the buyer’s goals and creating urgency.?

• “How is this presenting itself as a problem to the business?”?
• “How are you currently addressing [pain/problem]?”?
• “Where does solving [business challenge] sit on your priority list?”?

3. Solutions Development?

In this stage, your buyers are gathering data to justify the solution and see how it’ll fix their problems.??

Ask questions that encourage buyers to explain the potential impact your solution could have for them. Your focus should be to explore the "what if" scenarios to delve deeper into possibilities.?

• “What would happen if we solved [business challenge]?”?
• “What happens if we don’t address this [pain/challenge] now?”?
• “What is your [boss/CEO] looking for in this area of the business?”?

4. Evaluation?

As the name suggests, buyers are actively considering your product. They think about pricing, contract options, and feature sets, and focus on potential ROI.?

You should try to get as much information as possible with your questions.?

• “What do you hope to achieve by implementing a solution?”?
• “What do you find the most interesting about this offering?”?

• “Walk me through how you purchased [incumbent].”?

5. Decision?

It’s time for the “one last dance”. This stage will decide where your lead is moving from the discovery phase of the buyer journey.?

Yes, to demo – Becomes active sales contact.?

No, to demo – Goes into lead nurturing.?

Your questions should reveal who the decision-makers and their priorities are because they can make or break your deal.?

• “Does [your solution/product] completely address [business challenge]?”?
• “Who would feel left out if they didn’t attend the demo?”?
• “Who else will these changes affect?”?

Tips for Effective Sales Discovery?

1. Trigger Long Responses:?

Use open-ended questions like, “Can you help me understand your biggest challenge?” to encourage detailed answers.?

2. Use Their Words:?

Mirror your prospect’s words to prompt elaborate answers and build rapport.?

3. Ask Expert Questions:?

Avoid simple questions; ask detailed, thoughtful ones to demonstrate expertise and gain credibility.?

Secure Next Steps?

Ensure clear next steps to maintain deal momentum:?

• “Do you have your calendar pulled up? Perfect, I’ll send the invitation now.”?
• “How does [date/time] look for you? Is there anyone else we should include at this point?”?

• “As a next step, I’d suggest [your ideal next step]. Does that sound good?”?

By asking targeted, thoughtful questions, you can effectively navigate each stage of the buyer’s journey and close more deals.?

Onward and Upward - Recent Corporate Leadership Moves????

• PwC 's UK marketing and media division has been purchased by the London-based consultancy Mediasense . This acquisition marks a significant milestone for Mediasense, representing its first major move since private equity firm Apiary Capital acquired a majority stake in the company three years ago to support its expansion plans.?
• The Mediaplus Group has fully acquired the British company Total Media Group .?
• Ulrich K?rner, who transitioned from CEO of Asset Management at Credit Suisse to CEO of Credit Suisse in July 2022, will be stepping down from the UBS Group executive board at the end of June.??
• Ewan Markson-Brown , the lead fund manager for CRUX China and Asia ex-Japan, finds himself without funds following Lansdowne Partners' decision to close his two investment strategies.?
• Aviva Investors has named Fraser Lundie as its new Global Head of Fixed Income, bringing him on board from Federated Hermes.?
• Stephen Bird has stepped down as Group CEO of Abrdn , with the current Group CFO assuming the role on an interim basis until a suitable successor is appointed.?

Stand Out in the Crowded Market?

How do you separate yourself from your competitors, especially when you’re offering essentially the exact same thing???

The answer lies in creating something called a unique mechanism.??

A unique mechanism is a distinctive way you deliver results for your clients, setting you apart from what your competitors do. You know it’s unique when you search for it in Google and all roads lead to you.??

The best part is that most of us already have a unique mechanism—we just don’t recognize it and say it in our marketing enough.??

Think about it. For example, if you can create a word or phrase that describes your process, you instantly differentiate yourself from those who haven’t created such a term.??

It may not seem radically different on the surface. However, creating a unique selling proposition by extracting them from our processes and giving it a distinctive name. This differentiation is crucial in a crowded market.??

Now, think about your own business. What processes or methods do you use that deliver exceptional results? How can you package these into a unique mechanism? By identifying and naming your unique mechanisms, you set yourself apart in the minds of your prospects. You’re no longer just another provider of a common service, you become the creator of a specialized, proprietary process that promises unique benefits.??

Now that you have your unique mechanism, what’s next? Well, you let the world know. Just because you build it doesn’t mean they’ll come. This is where the majority of businesses get stuck: They create a unique mechanism but don’t put in enough effort to let the world know about it.??

You should create a perfectly orchestrated process of leading people from click to close without them noticing it… Turning total strangers into qualified, eager-to-buy prospects for your business. ? ?

Caught our Eye!?

Jill Konrath’s latest article on an effective sales strategy is breaking the internet among salespeople. You must read it!?

Did you know many companies are unaware of these marketing trends? Act on it before it’s too late. Neil Patel is shedding some light on the trends!?

Recent Blogs to Fynd???

Check out our latest blogs and stay informed and inspired with our fresh perspectives on industry trends, innovations, and ideas that matter.???

https://www.infynd.com/blog/how-to-manage-your-leads/ ?

https://www.infynd.com/blog/how-account-based-marketing-data-increase-your-revenue/ ?

https://www.infynd.com/blog/how-to-keep-b2b-data-compliance-and-privacy-in-check-in-2024/ ?

https://www.infynd.com/blog/a-virtual-tour-into-infynd-4.0/ ?

https://www.infynd.com/blog/top-3-considerations-for-choosing-your-next-b2b-data-provider/ ?

https://www.infynd.com/blog/navigating-the-lead-generation-budget-for-you/ ?

Stay tuned for more industry insights, InFynd News and suggestions. Have something you’d like us to cover in upcoming newsletters? We’re all ears!????

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