Bill Yankowski’s Post

Discovery fatigue is on the rise according to Gong 'But I need to fill out the MEDDICC fields on Salesforce' I hear you. We need to know XYZ to qualify an opp and guide them to the right decision. But we need to stop ❌ Asking questions you can find the answer to online ❌ Grouping questions so it feels like an interrogation ❌ Reading scripts of questions, it's no fun being on the other end of this The best-performing reps have conversations, not discovery calls. Start ✅ Asking the right questions, not just the ones you have listed ✅ Emailing before the call, asking any routine questions so you can make the best use of your time together eg "what CRM do you use?" ✅ Dig deeper into their answers before moving on to the next question - this is where you unlock the invaluable insights that can drive a deal forward ✅ Thread your questions throughout your calls and demo Mastering the art of discovery is a true skill but it's the foundation of becoming a top 1% seller How do you approach your discovery calls?

This article is yet another data point demonstrating that, in today's hyper-competitive business landscape, a well-crafted partner ecosystem strategy isn't just beneficial—it's essential. Here's why: 📈 Customer-Centric Approach: A robust ecosystem equips you with comprehensive solutions, reducing customer fatigue by anticipating and proactively addressing their needs. 📈 Paradigm Shift: Many sales leaders cling to outdated tactics, believing that intensifying traditional methods (more calls, emails, activities) will drive results. In reality, we're playing an entirely new game with different rules. 📈 Quality Over Quantity: Merely increasing volume often leads to one outcome: burnout. It's time to shift from "more" to "better." Strategic Thinking: We've long advocated for working "smarter, not harder." Yet, our default often remains "harder, not smarter." It's time to bridge this gap between intention and action. 📈 Ecosystem Leverage: When properly utilized, a partner ecosystem becomes your secret weapon, providing innovative solutions and opening new avenues for growth. The future belongs to those who can harness the power of ecosystems and foster collaboration over competition. #SalesStrategy #PartnerEcosystem #BusinessInnovation #LeadershipInsights

Great advice to improve your 'Question Intelligence' from 🎺 Rory Sadler.

Perfectly written post. - Ditch the hard script for a conversation framework - Pick your discovery avenues wisely - leverage 2nd order and 3rd order Q’s to avoid sounding like an interview It only takes 2-3 uncovered impacts to secure their buy-in, but you’ll never secure their purchase without authenticity.

Discovery fatigue is on the rise according to Gong 'But I need to fill out the MEDDICC fields on Salesforce' I hear you. We need to know XYZ to qualify an opp and guide them to the right decision. But we need to stop ❌ Asking questions you can find the answer to online ❌ Grouping questions so it feels like an interrogation ❌ Reading scripts of questions, it's no fun being on the other end of this The best-performing reps have conversations, not discovery calls. Start ✅ Asking the right questions, not just the ones you have listed ✅ Emailing before the call, asking any routine questions so you can make the best use of your time together eg "what CRM do you use?" ✅ Dig deeper into their answers before moving on to the next question - this is where you unlock the invaluable insights that can drive a deal forward ✅ Thread your questions throughout your calls and demo Mastering the art of discovery is a true skill but it's the foundation of becoming a top 1% seller How do you approach your discovery calls?

The information that can be accessed on the Prospect List are: - Prospect’s Name ✅ - Prospect’s Company ✅ - Prospect’s Grade ✅ - Prospect’s Score ✅ - Date of prospect’s last activity ✅ #salesforce #pardot #salesforcecertified #MarketingCloudAccountEngagement #MarketingCloudAccountEngagementSpecialist #marketingcloudaccountengagement #iamlearningsalesforcemarketingcloudaccountengagement

You get an automated email about your renewal - It’s the first time you’ve ever heard from your AE/AM - It’s the first you’ve heard from the company since last year - It has generic messaging asking for time to discuss the renewal On a scale of 1-10 how excited are you to block 30 mins for this? 🤔 The AE wants to expand the account. I get it. But automating the renewal process misses a huge opportunity. Here’s the process I learned at Salesforce to expand customers: 1. Get the Fundamentals in Place - It’s hard to expand unhealthy customers - We need good processes to create healthy customers - This is an obvious prerequisite for everything below here 2. Identify Healthy Customers - It’s hard to identify the healthy ones without data - Identify specific usage metrics and risk signals to track 3. Segment by Industry/Company Type and Role - It’s hard to be all things to all people at once - Segment the list and focus on on type at a time - One role within one type of company 4. Research and Form a POV - Do the research and bring a point of view - Specific to the role and the type of company Anything you’d add? 🤔 I broke this down in much more detail in yesterday’s 📰 𝙍𝙚𝙫𝙊𝙥𝙨 𝙒𝙚𝙚𝙠𝙡𝙮 📰with some tangible examples of ways I worked my +300 existing customers at Salesforce and expanded them by millions of dollars of $ARR. Get it here: https://bit.ly/4g7QrKM ✌️

Stop stop stop answering your prospects questions and moving on! Prospects ask questions for a reason Yet so many reps answer them and move back to their agenda If a prospect asks about your Salesforce integration for example Dig a little into why they asked They’ve asked for a reason and it could lead to a huge problem that’s impacting their org I’ve listened to several reps calls this week and they all answered and moved on You could ask… “Sarah, let me show you how our Salesforce integration works. So I can bring it to life, can you share a little more context?” Listen to learn Dig deeper Then show Then confirm Anything you would add?

"No need to catch up, you can read it all in Salesforce" How many times have you been here before? 1. You didn't log any of your discovery notes 2. There's no context to get from your proposal email 3. It looks like I've got to re-listen to 3 hours of recording calls Let's be real, you need to ask the question, "hey Andy, what's the latest on this deal, is it coming in this quarter still?" Each time I found myself inevitably opening Slack to ask this question, I knew instantly I'd be slowing them and me down. Let alone lose credibility as a leader, nobody wants a leader who does this. But, I didn't have a choice... 1. I had to remove barriers from the swing deals to aid the team 2. I had to ensure Exec was up-to-date on where things were at I brought in the tech stack but guess what, IT DID NOT speed us up, we still had to log our notes into CRM, still had to go over long calls and let's face it, when I manually asked my reps, they'd always say "Our EB has committed to getting this done by EOQ, here's my evidence" YIKES. Painful. Solution; - Deepen our training on our discovery qualification frameworks - RevOps pushes the team, even more, to capture all notes into Salesforce Reps understanding the methodology was not the issue, RevOps hated this part of their job. What we're doing at Glyphic is solving all of this without the painful journey to get there. 1. All notes are automatically synced into CRM and matched against our MEDDPICC methodology 2. I can "Ask Glyphic" anything I like to get insights, create follow-up emails, and recap the next steps all within minutes of a call ending PLUS - my team can completely embarrass me by sending me these incredible insights as I mourn the leaving of the great Jurgen Klopp, I'm not living a few of these down for a while 😂 Want to find out why hundreds of companies are fed up with their current solutions and adopting frictionless solutions into their tech stack? 📣 ⬇⬇ ⬇

December goals👇🏾👇🏾👇🏾 What problems do your customers need to solve? It’s time to identify their challenges and offer solutions. 📲Whatsapp +256 702 271331 for inquiries. Learn more via dcsalesinstitute.co.ug #sales #SalesTips #salesleadership #SalesTraining #SalesStrategy #SalesForce #SocialSelling #LeadGeneration #SalesMotivation #SalesProductivity #CustomerSuccess #SalesCoaching