How to kickoff your next Discovery

Firstly, welcome to the inaugural Salman Sales Academy newsletter post. I appreciate each and every one of you.

So, you’ve locked in a discovery call with a VP. How the heck do you lead the call? You want to make a great first impression and build some credibility off the bat, right? Try this:

Instead asking about their challenges they’re facing, start with 1 slide. Yes, a slide on a discovery call.

Have 1 slide with an image of their CEO on the right.

On the left hand side, have quote of the CEO speaking to one of their key strategic priorities. It could be from an article, an LI post, a press release, their 10k, a podcast, etc…

Make sure the quote is something you can align your value to.

Then, when you kickoff the call, share the slide and say something like this:

“Linda, I’d like to take a step back. I came across something your CEO said recently that really resonated with me. They said, [read the quote].”

Then ask this question:

“I’m curious, Linda, how does your CEO’s strategic priority align to your objectives as VP and how your team supports it?”

That ought to spark a pretty good discussion.

You’ve just kicked off your discovery call with something relevant and have taken the call to whole other level.

Give it a shot.

………………………………….

P.S. if you want to have a look at a sample slide, I’ll have one tomorrow in the Sales Community I’ve launched. Details below.

-Salman

If you’re looking to elevate your sales acumen and close more deals, there are 2 ways I can help.

1. Join my community at Salmansalesacademy.com

2. Purchase the Strategic Sales Playbook to learn at your own pace [being released in early March]

Looking to sponsor this newsletter? Send me a note at [email protected]