So how do you get out from hosting only duties? Learn the skill of how to run an engaging discovery call. Discovery is probably the most important sales stage there is and it sets the tone for the entire sales process. Let’s do a little discovery now so you can assess where your organization is at:
- Are your account executives acting as hosts only before a product demo or are they up on the white board asking questions and mapping out the prospects As Is state in real time?
- Have they gone around the room and engaged in a brief dialogue with every meeting participant?
- Can they articulate what your company does in two sentences so everyone in the room understands?
- Are they just introducing everyone to the 10 slide corporate deck and the systems engineer and sitting down and checking email on their phones?
All is not lost. Recently, we engaged with a billion dollar enterprise software company that was experiencing “the host effect". They had some of the best marketing material we have ever seen, however it was so dense, the field sales teams were experiencing information overload. We conducted a white board selling, audible readiness discovery call workshop with the CMO and some key sales leaders. The end result is that they now have a sales consumable discovery call process that gets the account executive out of host only mode and engaged in their prospects buyer journey.
If you find your organizations sales executives are stuck in host mode, we might be able to help, but first we will do a discovery call with you to find out. We drink our own champagne. LEARN MORE