what's your trigger?

I've built up an intuition as to when i feel like i've disco'd enough to start creating my narrative to pitch.

in your world, are there certain triggers or signals that cause you to transition from disco into a pitch/demo? Or is it a salesperson's intuition that can only be developed through time and experience?

(I know gurus, i know that discovery never stops. i discover all the way through implementation)

👑 Sales Strategy

🔍 Discovery

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TennisandSales

Politicker

Head Of Sales

this is interesting. its for sure a gut feel + understanding what info you nee.
for me, its when I have a solid understanding of the most important factors for qualification.
As my career has developed ive gotten better at not stoping discovery or not pushing for a demo UNTIL i feel confident that I have what I need to give them a good experience, and have uncovered key aspects that would kill the deal in the end.

jefe

Arsonist

🍁

I agree. It's true that much of it is innate/the result of experience, but as @detectivegibblessaid, some can be learned.

I'd also add that discovery should never really stop. Even when you're in a demo and beyond, you should always be trying to uncover more that can get you across the finish line.

You should absolutely be confident that a demo makes sense, and you get a feel for when that's the case.

detectivegibbles

Politicker

Sales Director

This reminds me of the question "are leaders born or bred?"

Both...but you can certainly develop, hone, and enhance skills along the way.

I think to get into that elite level of sales, the number one thing is to be the best listener the customer talks to.

You'll pick up on things that you likely wouldn't during a "normal" discovery call and in turn, lead you to asking even deeper follow-up questions that pushes on that pain point to make your solution more compelling once you pitch.

Maximas

Tycoon

Senior Sales Executive

To me it's mainly to be developed by time and experience, but generally speaking once you feel that the prospects got all the answers they need and feel comfortable to take it further go ahead and pitch at the same call.

But if you feel that they're still hesitant or have some concerns to tackle, continue the Disco and keep the pitch for a later call!

RedLightning

Politicker

Mid-Market AE

Once I've got a good sense for 1) do they have a problem 2) why does this problem exist 3) what made them realize it's a problem (aka consequences) 4) is this something I can help address 5) do they agree that this is a problem worth solving

Diablo

Politicker

Sr. AE

For me it’s the feeling that I get from the prospect and that feeling is dependent on many variables including his interest level, optimism, excitement etc.

Justatitle

Big Shot

Account Executive

If they have talked more in the first 15-20 minutes and it’s relevant. I usually feel it’s a good place to highlight where product can help them. I guess it’s going to be a general statement

Kosta_Konfucius

Politicker

ERP Sales

Since I cant say why I do it at a certain moment, it must be intuition

oldcloser

Arsonist

💀

Great question! There is often a change in tone and tempo when the confession comes. It’s what you do with that vulnerability that separates the pros from the shmoes. EQ? Probably. Empathy required.

SportsSalesGuy

Tycoon

Enterprise Account Executive

I think sometimes its habit and may even not be the best time or may be "jumping the gun"