A short talk by Brian LaManna highlighting common errors account executives make during discovery—chiefly treating discovery as a one-time sales stage instead of an ongoing process. He recommends treating discovery as a continuous activity across multiple calls and cites MEDPIC as a framework that need not be fully completed on the first call.
Let's talk about the biggest mistakes that some AES make, the ones you see. And let's start with the discovery. I think the biggest one that I see with Discovery in particular is sellers treating Discovery as a sales stage rather than a never ending work in progress. A lot of sellers kind of pigeonhole that is like, hey, that's the call to run Discovery. And once I'm into the demo or later stage, I don't have to continue to work on that and continue to build up that point of view throughout the cycle when I switch that framing to understanding like, hey, yes, discovery is very important in that first call call during a discovery stage, but it's really a never ending work in progress. What that allowed me to do is take a little bit of pressure actually off that first call because I know that we follow MEDPIC as an example. I don't need to get every single component of Medpic because assuming this call goes well and I lock down next steps, I can build off that in call number two, call number three, call number four, and continue to kind of refine my point of view over time.
"We're happy with our current vendor" #saas #sales #techsales #objectionhandling
