Good Training for Discovery Meetings? Current SMB AE

I've had 6 years of sales experience, 5 of those at a major financial services company where I've been a Relationship Manager (SDR/CS) to the financial advisors I supported. My last year there I was a financial advisor to small/mid-size clients (essentially like an SMB AE but B2C).


Last December I made the transition into B2B SaaS as an SMB AE for an e-commerce/social media company. I quickly realized that the deal sizes are really small, even for SMB. Like micro small with these woman's clothing boutiques we support ($100 monthly recurring revenue is not uncommon).


I'm actively looking to find an SMB AE position in something more of my background like a Fintech startup or somewhere I can start selling enterprise solutions that are more technical and where I see my career long-term. I'm interviewing well but struggling a bit in the mock discovery meeting role plays at the final stage, as I haven't worked with multiple stakeholders or sold enterprise solutions/more technical products.


Any advice on how to get up skilled in giving a good Discovery meeting when I need to speak to multiple stakeholders or discuss a more technical SaaS product in these interview role plays? I know there are a lot of resources out there so any advice is appreciated.

📣 Demos
☑️ Qualification Calls
🤝 Interviewing/Offer
6
antiASKHOLE
Tycoon
7
Bravado's Resident Asshole
@TennisandSalescomes from the finance background. He has some great insight on the industry.
softwareslingz0203
Fire Starter
1
SMB Account Executive
Thanks! I'll reach out
TennisandSales
Politicker
0
Head Of Sales
thanks for the tag @antiASKHOLE. for reference i was a financial advisor for 4.5 years before going into Saas.feel free to shoot me a DM if you can but here are my initial thoughts.

1. it will be very very hard to get into a TRUE ent saas sales role if you havnt actually done it before. i know i know, its stupid but its reality.

2. selling to multiple stakeholders is not hard you just are having multiple discovery calls with different ppl in an org. The key IMO is to have in the back of your head, the key drivers that each person has, and try to align them as much as you can. Also, let each person know what alignment you see so they feel like they are all working together.

3. i hear "technical products" alot but not really sure what that means. what does that mean to you? no matter what, everyone has a current state they are in, a desired state they are looking to get too, and you need to explain how you can get them to that desired state. you may also have to show them what the future state could be if they are unaware.
softwareslingz0203
Fire Starter
1
SMB Account Executive
@tennisandsales This is great. Yes I've noticed for SMB roles it's been doable but for an Enterprise it's been tough to get responses in my search. Great feedback from someone in a similar position, thanks.
TennisandSales
Politicker
0
Head Of Sales
no problem! let me know if you have any other questions
Sunbunny31
Politicker
5
Sr Sales Executive 🐰
During interviews and the mock discovery call, they may throw a technical curve ball at you. Mostly to see how you cover it, but also to find out if you did at least a little homework on their solution (or know your current solution fairly well, if they've allowed you to use your own familiar tech stack).

There are others more familiar with the industry, but what you'll want to convey in any case is your understanding of the key challenges facing fsi and tying that back to how your solution will solve for those challenges.

RE multiple stakeholders: typically, marketing (or the department relevant to your solution) will want to know how your solution helps them; legal will want to be assured that they can answer audits and be compliant; IT wants to know that your solution meets infosec requirements and won't be a drain on their resources.
CuriousFox
WR Officer
4
🦊
What do you mean demos and the end of interview role plays? I have never had to do this. Are you interviewing at startups or big logos?
softwareslingz0203
Fire Starter
1
SMB Account Executive
I put demo/discovery call since I'm doing this at my current employer. Correct-it's just a discovery meeting role play I've had to do at the end, never a demo.
jefe
Arsonist
4
🍁
I really like what Belal Batrawy talks about with using social bids during discovery.

I heard about it during a Salesforce event he was a guest on, but I think he's discussed it in a few places
softwareslingz0203
Fire Starter
1
SMB Account Executive
Thanks Jefe, will check Belal out.
MoonDog349
Valued Contributor
2
Sales Manager
Base your discovery on these three questions: why now? Why for your boss? What happens if you don’t get this type of solution in place? Or, what can stop this project from happening? These questions will uncover plenty to keep asking about (just mirror the last few words of whatever they answer back to them to keep them talking). If you don’t get enough info from this, deal isn’t qualified. Although, I’ve never DQ’d a deal in a fake disco call, it could help you stand out.
softwareslingz0203
Fire Starter
0
SMB Account Executive
Got it, thanks!
SaaSguy
Tycoon
2
Account Executive
https://winningbydesign.com/wp-content/uploads/2022/04/Winning-by-Design-Blueprint-The-SPICED-Framework.pdf

check this out my team and many other successful saas organization find success with this
softwareslingz0203
Fire Starter
0
SMB Account Executive
This is gold, appreciate it @SaaSguy
Kosta_Konfucius
Politicker
1
Sales Rep
There is some great info in the academy here! I would check it out for disco stuff
softwareslingz0203
Fire Starter
1
SMB Account Executive
61
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