Tag Archives: discovery

The last time I failed to do discovery (Or how I ended up with Jell-O on my face)


Discovery for a presentation

I confess:  I haven’t always done discovery before a sales presentation.  Even when I was working at The National Enquirer many years ago where their tag line was “Enquiring minds want to know!” Like many salespeople, I was often running fast trying to make quota. And on those occasions where a prospect seemed like a natural fit, or the situation was similar to something I’d encountered previously, I would take some shortcuts (read: make assumptions). Jell-O changed all of that. I was selling advertising for The National Enquirer and although it had one of the largest print audiences in the country at that time, people – especially advertisers — had very strong opinions about the publication.  But love it or hate it, we had a core group of advertisers who used us as a primary vehicle for efficiently reaching a very specific audience: mothers with average or below household incomes. The Read More

5 things you must do in your discovery process


Business man and discovery - 5 things you must do in your discovery process

When the competition is stiff, preparation — and discovery in particular — plays a critical role in the ultimate success of your presentation. While much information about a company can be found on-line, the best source of information and greatest payoff potential comes from having a conversation with key people within your prospect’s company. Ask for a discovery conversation. So go ahead and ask. It’s a reasonable request to ask for input from those within your prospect’s company who can shed light on the situation. It benefits not only you, but also the prospect. After all, gaining a better understanding of their needs shortens your presentation time by allowing you to provide a more accurate and precise recommendation and get to the point quicker. In a competitive market it’s unlikely that you will be the only one asking your prospect questions to prepare for your presentation. How can you set Read More

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