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You need the right tools to build the right team and serve your customers in a way that helps you stand out. In many cases, customer meetings over video chat will drive value. Invest in the right video conferencing platform and rise above the competition.

The purpose of a discovery call is to validate whether or not the product is right for the prospect. Whether you’re practicing active listening, taking notes, or showing empathy and curiosity, the end goal is always the same: to qualify your lead. These tips will not only help you qualify your leads but also help you build relationships.

Kevin Dorsey is the Revenue Leadership Practice Lead at Winning by Design. He went from leading sales teams at multiple different organizations to coaching and training thousands of leaders and reps in SaaS Sales. Kevin also hosts 'Live Better. Sell Better' podcast and runs Inside Sales Excellence, the #1 Patreon group for tech sellers and leaders.

The team at Salesroom had a chance to sit down with Alina at the SaaStock 2022 Conference in Dublin to discuss today’s economic climate and how sales and marketing teams need to evolve in order to succeed. 

Ashley Kramer is the Chief Marketing & Strategy Officer at GitLab. She is responsible for GitLab’s product marketing, brand awareness, communications, analyst relations, community, competitive positioning, marketing ops, and revenue pipeline generation, including all digital and sales development efforts.

It won’t be easy, but that doesn't mean it won’t be possible. At the core of their advice, Mike and Meka remind us of the fundamental sales practices that remain constant, even in a difficult environment. When the going gets tough, keep your consultative sales hat on, focus on customer centricity, and apply management best practices to your team. 

When you’re not hitting your metrics, quotas, or sales goals, it’s easy to feel like you don’t measure up. As we head deeper into a downturn market, some months may not measure up to the past. This doesn’t mean you don’t deserve to be where you are. Instead, it may mean you need to find new ways to discover and achieve new goals.

What We Learned At SaaStock 2022

Ravi coaches the world's best sales teams to ditch the pitch and become better communicators to get their solution in the hands of those who need it the most. We sat down to chat about all things storytelling, where to start learning about it, how to get better and why it is crucial when selling over video.‍

Selling in 2023 will be difficult—and that’s probably an understatement. In addition to buyer’s behavior changing significantly, the way sellers now conduct business virtually presents another added layer of complexity. Add on top of that the downturn market we’re entering, tightening budgets, and increasing pressure to “do more with less.”

Discovery calls have always been crucial, and during a bear market they’re more important than ever. Sellers are under scrutiny and now is the time to evaluate what you’re doing well, and where there is room for improvement. Instead of scrambling for more leads and more calls, these sales experts recommend doing a deeper dive into perfecting the sales process you’re using.

A sales agenda is a checklist of the most important topics to cover during your sales call to help you stay focused and not miss out on an opportunity to build a relationship with your prospective buyer.

41% of sellers are asking themselves this question as they prepare for the end of the year. Check out these five ways you can start recession-proofing your sales and improving your discovery calls.

‍7 Tips to Keep From Getting Ghosted on Your First Meeting With a Prospect. You’d be lucky if less than 30% of sales discovery meetings end up rescheduled. The more times it reschedules the less likely it is to happen altogether.

Recession-proof = Future-proof. The opportunity here is to evaluate how things are being done, and how they can be done better—not just during a recession, but in a way that creates long-lasting improvements for the future.

Recession-proof = Future-proof. The opportunity here is to evaluate how things are being done, and how they can be done better—not just during a recession, but in a way that creates long-lasting improvements for the future.

Treating fundraising like a sales process will help you to be more intentional and analytical during the process

You’ve tried every Sales framework and yet you’re still free-styling your customer calls. Win customers faster with our meeting templates

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