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How Listening Can Impact Discovery Call Success

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“We have two ears and one tongue so that we would listen more and talk less.” — Diogenes That quote is over 2000 years old, and yet listening more than you talk is still a struggle for today’s modern sales rep. This struggle was clearly...

Stephanie RodriguezStephanie Rodriguez

Questions are Key for Discovery Calls [Infographic]

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The discovery call is undoubtedly important. As the first prolonged sales conversation, it opens the gate to a prospect's relationship with your company. But even more than a first impression, it's a pivotal point in understanding their needs. It's t...

Greg KlingshirnGreg Klingshirn

How AEs Help SDRs on Their Career Path

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The career path for the most SDRs leads into a role as an Account Executive. This makes sense: a rep with strong outbound skills develops the foundation they need to become an effective closer. In addition to learning the outbound skillset, SDRs ofte...

Keith Zadig

Conversation vs. Interrogation: Data on Managing Your Question Flow

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Interrogation scenes are the cornerstone to any crime drama. The good cop/bad cop duo sling a series of rapid fire questions at a suspect to force a confession — ”What were you doing the night of 5th?” “Where was it?” “Who else was th...

Stephanie RodriguezStephanie Rodriguez

New Research: Yup, You Should Still Ask More Questions

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With so much about consumers and technology changing, it's always jarring to find something that stays the same. And while certain sales strategies have certainly changed, the old adage of "ask a lot of questions," keeps holding strong, confirmed by...

Matt WessonMatt Wesson

New Research: The Discovery Call Benchmark Report

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To the well-versed sales rep, discovery calls are a lot like first dates. You’ve put in time, effort, and light conversations to spark initial interest. Now is the time to see how compatible you and your prospect actually are. So, you set a time fo...

Stephanie RodriguezStephanie Rodriguez

The Best Salesforce Reporting Hack: Power of One [VIDEO]

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It takes a lot to get sales ops professionals excited, so when you hear a Salesforce trick referred to as "the most brilliant analytics trick of all time," you know it's something serious. And that's exactly how Salesforce Admins have referred to the...

Keith Zadig

Sales Enablement Isn't Just Another Tool for Your Sales Stack

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The SaaS market is poised to surpass $112.8 billion by 2019, according to IDC research. That's more than the annual GDP of the country of Morocco! It's a big number, but if you're in the B2B arena it's easy to see why that estimated growth is going t...

Matt WessonMatt Wesson

Why Your Social Profiles Matter as a Sales Rep

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We’ve all heard the stats: “Buyers are 67% through the buying process before engaging salespeople,” or “70–80% of buyers do their own research prior to the sale.” They make for splashy headlines, but regardless of their validity, one thin...

Stephanie RodriguezStephanie Rodriguez