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