betweenworldandme
Opinion on asking "Industry Question" to a Decision Maker/New Prospect at the start of a Demo/Discovery call? (Recommended in sales trainings)
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People like to brag about what they do well. Use that against them.
"Hey VP Marketing, I was doing some research for our call and ran into your article re: SDR <> Demand Gen alignment. Super interesting... tell me more about how you got into this topic in the first place."
they will talk and talk.
"Hey VP Marketing, I was doing some research for our call and ran into your article re: SDR <> Demand Gen alignment. Super interesting... tell me more about how you got into this topic in the first place."
they will talk and talk.
People love to share their "expertise" 😂
This stage you do not want to push your product. You are trying to establish trust and build a relationship. Use this opportunity to find out what their frustrations are, what's working well now and if there's anything they could change what would it be.
I think it's a great way to let them know you actually care about their industry and get them talking
Can you give an example?
"Hey (Prospect Name), Was reading about (Prospect Company Name) and I came cross this interesting story about you partnering with a (Major Tech Firm) Innovation program to develop a new platform designed to help XYZ and wanted to find out how that is turning out because some recent (program name) collaborations have been really interesting."
More on the lines of breaking ice and making them respond to a question that might get them talking straightaway since it is from their field/industry.
More on the lines of breaking ice and making them respond to a question that might get them talking straightaway since it is from their field/industry.
To me this feels like a bait and switch, because inevitably it sounds like you’re waiting for them to finish to tell them how you can do xyz and partner in a way that helps. I don’t think it works as an opener but in a second or third discussion.
Nah. I don't think the attempt is to say we can do anything for them after they finish. But just to get them warmed up enough for an interaction since if the question is good and insightful, it's a better conversational starter than some small talk. Again, I am not sure either works if the prospect is no-nonsense and wants to get straight to the point.
My example here isn't strong enough tbh. It could even be something as generic as an industry trend that you have observed. If it is relevant and affects them, they might be keen to offer an opinion on it.
My example here isn't strong enough tbh. It could even be something as generic as an industry trend that you have observed. If it is relevant and affects them, they might be keen to offer an opinion on it.
I agree with @1nbatopshotfan
I don’t know id start a call with this, especially early on in the cycle. It may create some resistance
i would ask them in an information confirmation way to show you did your research but you better do your research haha
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