Zach Frantz

Account Executive at inContact

Mind goes blank on disco calls

Hey everyone- Looking for some feedback and ideas here.

For context, I was in saas sales for 9 years (with the last 2.5 being more of a partner sales AE) and then I started a coffee company and did that full time for about 18 months.

I'm back in saas sales with an amazing startup selling an awesome product. I've done a couple of discos now and when I get into them it's like my mind goes blank. It's almost like I disassociate from the call... as if I'm watching the call happen.

Of course, right when I get off the call and I review my notes, I think of all these great follow up questions and things I was curious about. In my first 9 years of sales, I hit quota all 9 years so it's not like I don't know how to do the job.

Has anyone dealt with anything like this? Looking for some ideas and feedback. I do meditate every morning. Thanks.

🙏 Mental Wellness

☑️ Qualification Calls

19 comments

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unclespacejam

Politicker

ur dad’s brother

Bruh u sure you haven’t been on DMT for these calls?

jefe

Arsonist

🍁

Drugs were my first thought too...

Account Executive

hahaha I mean.... I'm pretty sure...

unclespacejam

Politicker

ur dad’s brother

Okay but u got any tho?

oldcloser

Arsonist

💀

This happens to me. But I ate much acid.

Founding BDR

Do you completely zone out, or is more like feeling anxious? I’ve definitely struggled with anxiety over my career. Writing well structured notes to how you want the meeting to go/areas to cover has really helped me a lot.

Account Executive

I guess a little bit of both? In my head I'm thinking things like "omg I don't know what to ask next... what is interesting about what they just said?"

What's weird is that I don't have this issue anywhere else in my life. If I'm talking to a friend, a coworker, etc. I have no issue being curious, asking questions, etc.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Write a script.
Seems lame, but it works. And constantly evolve the script with those "great follow up questions", etc.

I have literally written out scripts from the first words I say - "Hi, my name is___ and I'm calling from ___ ...."

And you don't have to stick 100% to the script - but it helps you stay on task and on message. And it gives you a check list of questions you know you need answers to - so it helps with note taking.

Account Executive

it does seem lame but I'll do it 🤣

Revenue_Rambo

Politicker

Director, Revenue Enablement

Great suggestions, but also get rid of any distractions.

--Put your phone in a drawer.
--Completely close out Slack/Teams.
--Close your email.
--Close anything you don't need on your call.

CuriousFox

WR Officer

🦊

Like the call 🤣

jefe

Arsonist

🍁

Agreed, but you can make it more of a framework than a script, if it's enough.

Use bullets, lay out your questions, but don't go word for word. Unless you need it, then go word for word.

pirate

Big Shot

🦜☠️ Account Executive

When I started my career I would just get super stressed if I had to do a disco in front of a manager. Maybe try running the calls to yourself and have someone to answer you something... Then you get in the right flow of things?

Account Executive

I like this idea. Thanks!

Justatitle

Big Shot

Account Executive

Grab a notepad, write down followup questions to what the prospect says and then it's also a great reason to jump on the next call and show you were listening by asking questions that came up since you last spoke.

Phillip_J_Fry

Opinionated

Director of Revenue

Write down 10 questions that you want answered on the call. Put a sticky note in the middle of your monitor so you have no choice but to look at it while on the call.

Sunbunny31

Politicker

Sr Sales Executive 🐰

EXACTLY what I was going to suggest! Have a list, a visible list, of the things you want to know.
Have a notepad in front of you to check them off, shorthand the answers, put down any additional information volunteered by the prospect.
And have a good conversation! They're talking to you for a reason. Make it enjoyable.

Account Executive

I think your last thought is key.... I'm realizing I get super tight.. I think the whole issue is due to anxiety. Like I need to perform at a certain level. Maybe I need viagra for sales calls? 😅

pirate

Big Shot

🦜☠️ Account Executive

Try a superman pose. Often just before calls we tend to hunch up in the seats so bit of big energy moves help too

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Zach Frantz

Mind goes blank on disco calls

19 comments

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