Artwork

Contenido proporcionado por Challenger. Todo el contenido del podcast, incluidos episodios, gráficos y descripciones de podcast, lo carga y proporciona directamente Challenger o su socio de plataforma de podcast. Si cree que alguien está utilizando su trabajo protegido por derechos de autor sin su permiso, puede seguir el proceso descrito aquí https://es.player.fm/legal.
Player FM : aplicación de podcast
¡Desconecta con la aplicación Player FM !

#72: How to Unbreak Discovery & Tailoring to Buyer Readiness

33:13
 
Compartir
 

Manage episode 364073228 series 2985310
Contenido proporcionado por Challenger. Todo el contenido del podcast, incluidos episodios, gráficos y descripciones de podcast, lo carga y proporciona directamente Challenger o su socio de plataforma de podcast. Si cree que alguien está utilizando su trabajo protegido por derechos de autor sin su permiso, puede seguir el proceso descrito aquí https://es.player.fm/legal.
Your phone charger is frayed and bent.
Wires exposed, you twist it slightly to the right and balance your phone just so to get it to charge.
A new cord has been on your list for weeks, but let’s be honest, the situation isn’t quite urgent enough for you to hit “buy now.” It’s still charging, isn’t it?
Until it isn’t.
This strange habit of putting something off until it’s truly broken isn’t a personality flaw—it’s just human nature.
And according to Hannah Ajikawo, CEO and Founder of Revenue Funnel, it exists in modern sales, too. Getting today’s B2B buyers to convert before things crash and burn is incredibly tough, but that’s what sellers should reach for. To do that, your reps need to understand exactly where your prospect is in their buying journey.
Once you know that, Hannah says, you must proactively shape your discovery strategy, meet your buyer where they’re at, and guide them to the next step. This tailored discovery is a surefire way to differentiate from the first conversation and establish your value as a credible partner in a competitive buying situation.
Listen to the full episode to learn more about:
  • How to avoid being overhasty when it comes to building consensus in a buying group
  • Shaping discovery strategies according to specific buyer readiness
  • All the best tips for discovery: two mistakes that all sellers make, the one question you MUST ask in discovery, the question you need to STOP asking, and how to do better introductions in a first sales call
  continue reading

107 episodios

Artwork
iconCompartir
 
Manage episode 364073228 series 2985310
Contenido proporcionado por Challenger. Todo el contenido del podcast, incluidos episodios, gráficos y descripciones de podcast, lo carga y proporciona directamente Challenger o su socio de plataforma de podcast. Si cree que alguien está utilizando su trabajo protegido por derechos de autor sin su permiso, puede seguir el proceso descrito aquí https://es.player.fm/legal.
Your phone charger is frayed and bent.
Wires exposed, you twist it slightly to the right and balance your phone just so to get it to charge.
A new cord has been on your list for weeks, but let’s be honest, the situation isn’t quite urgent enough for you to hit “buy now.” It’s still charging, isn’t it?
Until it isn’t.
This strange habit of putting something off until it’s truly broken isn’t a personality flaw—it’s just human nature.
And according to Hannah Ajikawo, CEO and Founder of Revenue Funnel, it exists in modern sales, too. Getting today’s B2B buyers to convert before things crash and burn is incredibly tough, but that’s what sellers should reach for. To do that, your reps need to understand exactly where your prospect is in their buying journey.
Once you know that, Hannah says, you must proactively shape your discovery strategy, meet your buyer where they’re at, and guide them to the next step. This tailored discovery is a surefire way to differentiate from the first conversation and establish your value as a credible partner in a competitive buying situation.
Listen to the full episode to learn more about:
  • How to avoid being overhasty when it comes to building consensus in a buying group
  • Shaping discovery strategies according to specific buyer readiness
  • All the best tips for discovery: two mistakes that all sellers make, the one question you MUST ask in discovery, the question you need to STOP asking, and how to do better introductions in a first sales call
  continue reading

107 episodios

Todos los episodios

×
 
Loading …

Bienvenido a Player FM!

Player FM está escaneando la web en busca de podcasts de alta calidad para que los disfrutes en este momento. Es la mejor aplicación de podcast y funciona en Android, iPhone y la web. Regístrate para sincronizar suscripciones a través de dispositivos.

 

Guia de referencia rapida