The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

The discovery call is at the heart of the sales process. If you want to make the most of it, you have to come in with a plan. In this episode, your host Donald Kelly talks with Jessica Schultz, the CEO and Founder of strategic consulting and execution firm Amplify Group. They take you from determining which prospects are worth your 30 minutes, all the way through using your disco to write a great proposal. Fail Fast - Don’t Waste Time on a Bad Fit New reps often sink a lot of time into every prospect - even unqualified ones. Discovery is all about figuring out whether the person you’re selling to is a good fit. In tough economic times, it gets harder to close deals. Reps might be tempted to try to “make it work”, even if their product isn’t a great fit for the customer. Even if you manage to sell successfully to a “bad fit,” your customer will have a poor experience. Take the time to match your prospect up to your value proposition. If you don’t know your value prop or ICP, work with your sales leader!