Marketers are putting together programs to build the funnel, and create pipeline for the sales team. The question is, “does your sales team have the right tools, and the right processes in place to call on those leads, set appointments and conduct proper meetings?”
Eric shares some faulty tactics that he has witnessed recently, and how salespeople can create a better experience for a potential customer.
When analyzing your sales strategy when it comes to communicating with a potential customer, Eric says to ask the following questions:
- Do you do any research to find out about your lead?
- Are you doing a “discovery call” – in which you ask specific questions to learn about your potential customer’s needs?
Eric recommends that salespeople prepare ahead of time by coming up with discovery questions to ask the potential customer, creating a simplistic presentation that is not all one-sided, and making sure to explore best practices that they can share with the potential customers. Eric says that as a salesperson, you want to do everything you can do make sure your customer succeeds.
Watch the video below to hear Eric talk more in-depth about discovery calls and how you can implement them in your sales process:
Eric Vidal – Sr. VP, Lead Generation, Broadsuite Media Group – @EricVMarketing
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Eric Vidal
CEO at The Marketing Scope Eric Vidal, an industry expert with over 25 years of marketing and technology experience is passionate about providing insight and education on the latest martech trends and techniques. Eric speaks and writes for various publications like The Marketing Scope and Future Of Work to name a couple. Eric has been a marketing leader for companies of all sizes. He has extensive experience working to achieve measurable business results for organizations like IBM, Cisco, WebEx, Canon USA, West Corp., Dynamic Signal, SAP and more. Connect with Eric on LinkedIn.
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