Curious to know what the war room broskies say around the end goal and objective of a outbound disco call.
How does everyone open a disco call?
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InQ5WeTrust
Arsonist
+9
No marketing, mayo isn't an MQL
I typically start with establishing an upfront contract identifying two possible outcomes. Ripped straight from Sandler pretty much.
'Prospect X, for context there's only really two outcomes from this call. Either we both agree that it's not the right fit to help you, or you find this discussion compelling enough to speak further and chat about next steps. That work for you as well?'
Also just ask them why you're talking right now - person X or executive Y has agreed to give up their time to speak, so what's the reason? What part of SDR Billy Bobs messaging struck a chord?
'Prospect X, for context there's only really two outcomes from this call. Either we both agree that it's not the right fit to help you, or you find this discussion compelling enough to speak further and chat about next steps. That work for you as well?'
Also just ask them why you're talking right now - person X or executive Y has agreed to give up their time to speak, so what's the reason? What part of SDR Billy Bobs messaging struck a chord?
CuriousFox
WR Officer
+13
Senior Account Executive
Standing ovation cuz
SahaFresh
VP of Sales
I second what @UrAssIsSaaS mentioned below. Most of the time during a cold call, you're interrupting their day and their mood will likely be "annoyed". You may crack a joke or have a laugh, but you're really just chatting with them for 3 mins tops about setting a follow up appointment.
When they show up to that Disco call, you will likely have their attention and they will usually say something like "Glad we could connect - looking forward to hearing more". That's the point where you expose pain, find use cases, identify buyers/champs, etc etc and tee up a demo meeting.
When they show up to that Disco call, you will likely have their attention and they will usually say something like "Glad we could connect - looking forward to hearing more". That's the point where you expose pain, find use cases, identify buyers/champs, etc etc and tee up a demo meeting.
LordBusiness
Politicker
+8
Chief Revenue Officer
I'm an "agenda" guy, always have been. I usually open with "here is what we can expect for the next 30 minutes - just to confirm do you have a hard stop at the half/top of hour" - this way the client knows what to expect, and I know whether I have to be bullet proof in my timing, or I have some flexibility to go off script a bit.
st
stage4forecast
Good Citizen
Enterprise Account Executive
I'm always looking to understand their role, responsibility and therefore what matters most to them. This will shape which questions will be relevant to ask to uncover pain points but will also help you put them into a bucket of End User, Influencer, potential Champion or Eco Buyer.
A disco call outcome will be to meet with other colleagues to discuss issues raised or a presentation of the solution to problems uncovered.
A disco call outcome will be to meet with other colleagues to discuss issues raised or a presentation of the solution to problems uncovered.
GDO
Politicker
+7
BDM
I start with some small talk/rapport. Then set an agenda. Ask if they agree with the agenda and if they want to add something.
Then I just start digging and always try to go deep enough to know the real impact of challenges or problems.
Then I just start digging and always try to go deep enough to know the real impact of challenges or problems.
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solve X. Your objective on the open call is to set a disco meeting. Your objective on the disco is to uncover pain points and business needs that your platform can solve. In a complex sale it’s pretty tough to accomplish that all on a cold outbound.