Continuous Sales Discovery
Learning throughout the customer journey
Soon, UpTempo will be launching the first of its on-demand sales courses for founders, sales leaders, and individual contributors who want to improve their skills. This first one focuses on sales discovery, where popular methodologies have not evolved with the times.
After 40 cumulative years of SaaS sales and leadership, we’re firm believers that sales discovery isn’t an interrogation that occurs during a meeting early in the cycle. Nobody wants to experience that. It’s, rather, the art and science of inquisitive conversations - weaving in thoughtful questions to further the relationship in every step of the customer journey.
In today’s world of land-and-expand journeys, we’re constantly learning about each other’s businesses along the way. Thus, we start the course off with three tips for fostering a culture of great sales discovery, whether you’re an executive, an AE, or an SDR:
Let people know why you are asking questions. Otherwise, it can feel awkwardly invasive for everyone involved.
Customers are discovering your company and solution, too! Your transparency will earn their transparency.
Differentiate between perspectives that are specific to a person and those that are shared among a team or their company. In group decision-making, we can’t assume that everyone agrees on the problem(s), let alone the solution(s).
In future posts, we’ll delve more into our lessons on sales discovery and other subjects. We’ll also look forward to your feedback on our courses, when they are published!
Check out this post and other resources like it directly on UpTempo’s website: https://www.uptempo.work/resources/continuous-discovery