For an account executive, discovery calls are the only phase of the sales process that will happen 100% of the time. It’s not guaranteed that you’ll make it to the next step.
So you need to deliver every chance you’ve got.
Your discovery calls have a massive impact on your closing rates, your deal sizes, and how short your sales cycle is. They matter that much.
During the most recent episode of the Closing Show Live, we sat down with Daniel Hebert, Director of Sales at Q4, to learn how he approaches discovery calls and how he trains the reps on his team.
Click here to watch the full interview, or keep reading for Daniel’s best tips.