Brian LaManna shares three discovery questions to ask at the start of every call: what's changed since last time, who else internally knows about this, and what recent situation would have benefited from your product. Most of a sales cycle happens between meetings, so asking these early keeps you aligned with shifting buyer priorities.
Most of the sales cycle happens when you aren't even in the room. Most sellers will go a week between calls and then try to go full steam into the next conversation. See, priorities change very fast and run some early discovery to start every call to set yourself up for success. Here are 3 of my favorite go-to questions. Number 1, what's changed since our last conversation? Number 2, who else have you discussed Gong with so far internally? And number 3, my favorite, what situation over the last week could have been useful to have Gong already in place? Now here's one more bonus one that I'll throw in. Curious from your perspective, have you decided this is a big enough priority that you'll also look at other competitors? See, discovery is a never-ending process through an entire cycle. Give them the floor at the start of your call and understand what's happened to kick off that subsequent call with success.
"We're happy with our current vendor" #saas #sales #techsales #objectionhandling
