tonysoprano

Sr. AE

Big Shot

Executive

Opinionated

New mandatory disco call format

long time no see WR fam

wanted to get your invaluable thoughts here

i've always been a biiiiig believer that a slide deck in a discovery call is a crutch for those unable to hold a real discovery conversation. they become more of a talking-at and the rep ends up spending more time talking about themselves and their 'solution' and less time letting the prospect talk

basically we are now being forced to use a disco deck where we talk about ourselves for the first 5ish minutes before figuring out why they even wanted a call in the first place

i might be too closed minded about this, but i don't like it and am already fairly anti-slide deck as much as possible

if i'm wrong please tell me, and if you've had success using slides the *correct8 way in disco, hit me with it

ty bye

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23 comments

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Gasty

Notable Contributor

War Room Community Manager

I'll hazard a guess here - this is being driven by the enablement team?

SaaSsy

Politicker

😂

SoccerandSales

Big Shot

Account Executive

ugh. enablement.

tonysoprano

Big Shot

Sr. AE

lol we don't even have an enablement team

SoccerandSales

Big Shot

Account Executive

Be glad.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Yes, because this is the kind of thing they will double down on.

Gasty

Notable Contributor

War Room Community Manager

Wow! Lucky lucky lucky

CuriousFox

WR Officer

🦊

You never start out a disco call by beating your chest and yelling about how great you are. It accomplishes nothing positive.

jefe

Arsonist

🍁

Wait, so I shouldn't be doing this when prospects join the call!?

SADNESSLieutenant

Politicker

Officer of ♥️

5 mins aint horrible. May even bring up some additional things they didnt think about. But I would ask first what theyre excited about and if theres anything they wanna cover and why before getting into the deck.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

I don’t know if there is a correct way to do a disco. There are definite wrong ways though.

You need to build a relation of trust fast. Some people think that it can be done with asking about your favorite movie or your kids, or something similar. I prefer to build trust by talking about business concerns and understanding the metrics my prospect is judged by.

I don’t mind the discovery deck, it can help keep the conversation flowing correctly. But I prefer to have a conversation with the prospect prior to bringing out the deck. This can be a 10 or 15 minute conversation.

Good luck!

SoccerandSales

Big Shot

Account Executive

I understand the need to establish who you and your company are in early convos with prospects, but I always like to mix questions in here as well. Helps the whole thing to feel much less awkward and forced.

Douglo

Opinionated

Sr Account Executive

Slide decks can be useful on a discovery call if used efficiently. A discovery call shouldn't just be asking them questions, they get no value out of that. Slides can be really helpful in showcasing the product in a brief impactful manner. Just verbally saying what your product does, isn't very helpful.

The way you are being told to use it, is horrible though. The first rule of slide decks is to NOT start with a long intro about your company. No one gives a fuck and now they are tuned out.

Typically I like to start with an open conversation to ask my questions. Then I'll say something like "I had put together a deck to showcase a bit about the product, would it be helpful if we ran through that?". Then you get their buy in to show a slide deck, keep the deck lean and only show the most impactful slides. Then close the deck and spend the rest of the time getting the info and next steps you need.

You gotta give them something in return for asking questions - a good deck should do that.

tightlines

Politicker

Account Executive

Classic enablement probably spent a lot of money to define messaging and now forcing it

SaaSsy

Politicker

I am with you here! Good questioning and active listening have always made me successful, most people don’t want to just “watch a meeting” and more, if the prospect doesn’t actively participate, it’s a waste of time. What’s your performance? If you’re killing it, politely say no and keep doing it your way.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Definitely not a fan of slide decks and lecturing right out of the gate. And yes, I know we all wouldn’t actually lecture. Hopefully you can thread some questions in, or is this a pretty rigid script you have to follow?

And whose idea was this?

Kosta_Konfucius

Politicker

Sales Rep

Practice it, for when you eventually need to do role plays for it. Take 1 or 2 things you like in the deck to use and say you are customizing it

tonysoprano

Big Shot

Sr. AE

this has been my conclusion as well

Kosta_Konfucius

Politicker

Sales Rep

Love the name

Diablo

Politicker

Sr. AE

I feel you and I will do things that get me results. The one you mentioned above doesn’t match my personality either 😅

washedD1soccer

Politicker

Regional Sales Manager

No one cares who you are until they know that you can help them solve a problem.

PineappleYa

Opinionated

That is a losing tactic. How is it “enforced “ or checked? I’de ditch it & then ur numbers will prove its ineffective . It’s basic psych -no one cares abt us or our brand … get to heart of listening & hearing the customers story/pain /issues asap or lose then forever

Snowey

Politicker

Account Executive

Yes, let’s start a discovery call by not doing discovery… makes sense.

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tonysoprano

New *mandatory* disco call format

23 comments

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