247 (Sell) Asking Discovery Questions Without Making it Awkward (Charles Muhlbauer, AlphaSense)
Update: 2024-09-10
Description
ACTIONABLE TAKEAWAYS
- Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact
- Find out if the problem is known and cared about across the company or just by one person
- Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to share the impact without feeling pressured
- Position involving decision-makers as beneficial for them, making it easier to get in front of power
PATH TO PRESIDENT’S CLUB
- Founder @ DiscoveryCoach.io
- Sales Enablement Manager @ AlphaSense
- Lead Revenue Enablement Manager @ CB Insights
- Senior Sales Training Manager @ CB Insights
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