We are looking to refresh the agenda & pre-call experience for our discovery calls. I'm looking for ideas that you've seen work from sending pre-read materials to creative agendas to asks of the prospect pre-meeting. All ideas welcome and appreciated!
Personally I’m a huge fan of a gap selling style discovering:
What is their current situation?
What is their ideal future situation?
What are the side effects/consequences of your current state?
Now obviously it would be asked in a better way, such as a SaaS salesperson might say:
What current software is your team using?
What features would your team benefit from?
What is your current process without those features?
I think the process works great because the answers can be leveraged for the remainder of the sales cycle.
Hi Trenton – Thank you. You would put this in a discovery call agenda? Can you help me understand how you use this pre-discovery call?
Those are great questions FOR a discovery call and aligned to the type of challenger/gap questions we use, but I am not grasping how you apply this to an agenda or pre-call ask of your prospect? Thank you!
My apologies, I can’t read (my brain is ready for the weekend). I always send calendar invites with an agenda breakdown. However, rather than using bullet points I created a visually pleasing flow chart that shows the clear flow of the discussion so there are no surprises.
I’ve never tried a flowchart for meeting agendas. That is absolutely going on my list for consideration. Thank you! Happy Friday!
Great question, Leslie, and one of the areas where we make the biggest impact the fastest with clients. Are you familiar with an Upfront Contract (the real one, not a watered down version you may have seen via LinkedIn posts)? Complete game changer, shortens the sales cycle, and better qualifies the prospect. Happy to chat further about it.
I’ve not. Can you drop a link and I’ll have a look?
here is a video that I recently did that may be helpful: https://youtu.be/NF_6-JHSxOw
1. #NextSteps – start with the end in mind
2. Their “As Is”
3. Rate 1-10, can’t choose 7
4. Prioritize
5. Magic 3 questions
6. Edusell
7. Disqualify or #NextStep
@leslie_venetz – sorry, read this too fast, pre-meeting content:
1. self-assessment
2. One-pager
3. Curated article supporting your position
Thanks, Bryan. Do you have any examples of what you’ve used that you can share?