BeLegendary.Coach

In this coaching video, Coach B goes into great detail regarding the steps that will lead to an effective sales discovery meeting that move your sales forward.

As a sales executive, it is of the utmost importance that you understand what the customer is hoping to solve AND achieve by solving it; the challenges they are faced in trying to achieve it, and what it would mean to their business of they were to reach it.

In alignment with the ​ framework, Coach B covers the 5 critical areas of sales discovery - Problems, Solution, Value, Power and Plan - that must be covered and understood in order to create and move opportunities effectively through the revenue pipeline. All areas should ultimately tie back to a larger and top priority issue the business must solve in order to position itself to achieve its business goals and objectives.

While problems (people, processes, and technology) must be highlighted and addressed, it is very important not to conflate them with what are called Business Issues (ref: the ValueSelling methodology).

Effective Selling: Discovery For Value In this coaching video, Coach B goes into great detail regarding the steps that will lead to an effective sales discovery meeting and moving sales forward. A...