Closing Starts in Discovery: Making Discovery The Foundation For Sales Success
All good selling begins with gathering information about a prospect and their needs. Discovery also sets the tone for the relationship that follows. Consider that without knowledge of a client’s pains, aspirations, environment and point of view you will be just a vendor in the client’s eyes rather than a trusted solution provider.
In this session we’ll discuss why discovery is a critical step in the sales process and how to both have great conversations and gather information that helps you to serve your prospects and move the conversation forward.
1. Understand how discovery forms the foundation of your “solution sale”
- Reveal client pains and problem areas with open-ended questions
Probe for areas of opportunity the prospect is already focusing on
Identify areas of “unexpected value that the prospect may not have considered
2. Learn how to ask the right questions and actively listen to the answers
- Master the art of the “3 Whys"
4. How to gain and convey the confidence to make discovery successful
6:00 to 7:00 - Networking hors-d'oeuvre & refreshments
7:00 to 8:00 - Panel discussion with Q & A from the audience
8:00 to 8:30 - Networking & Wrap-up
KEITH ALBEE - Vice President of Sales, MineralTree
Keith is a passionate hands-on leader with over 15 years of sales and management experience, driving growth and retention in pre- and post-IPO SaaS companies.
Prior to MineralTree Keith led global advisory sales for EnerNOC, a Boston-based clean tech company (acquired by Enel). Before that he started the Boston and San Francisco sales offices for Patch.com (acquired by AOL) and led sales teams at Yodle.com (acquired by Web.com)
SERA CHOWDHURY - Principal Account Executive, MineralTree
Sera started her sales career by joining MineralTree as a BDR just after earning her B.S. in economics from the Virginia Commonwealth University in the summer of 2016. By the end of that year, Sera was promoted to an Account Executive and began closing in 2017. Since then, Sera has earned the President’s club title for two years in a row and has been promoted twice.
Sera also founded the Women of MineralTree, a group dedicated to creating a supportive environment for women, offering experience-sharing opportunities to help women advance their personal and professional goals, and volunteering for social impact causes.