64 min listen
#236 Earning the Right From Customers To Dig Deep In Customer Discovery
FromWe The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
#236 Earning the Right From Customers To Dig Deep In Customer Discovery
FromWe The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
ratings:
Length:
48 minutes
Released:
Oct 24, 2022
Format:
Podcast episode
Description
If you're interested in learning more about how to improve your discovery skills, then this episode is for you. In this episode, we walk you through the discovery process (Larson and I do a little roleplay to show you), mistakes most sales engineers and AEs make during discovery, questions to ask to better uncover your buyers’ needs and priorities, how to know whether they are qualified to purchase your product, and a little bit of how equity works for startups. Larson Stair is the CEO and co-founder of Gondola, formerly known as Demoflow, a sales enablement solution that helps to codify the sales process – whether it's discovery calls, product demonstrations with AEs and SEs, or better ways to be working together on those two parts of the sales cycle. Before starting his own company, Larson spent 10 years in the sales environment, having held multiple roles within SaaS as an SDR, SE, AE, and SC. He is deeply passionate about entrepreneurship, software start-ups, and full-cycle SaaS sales. https://wethesalesengineers.com/show236
Released:
Oct 24, 2022
Format:
Podcast episode
Titles in the series (100)
#32 Framing and Presentations with Adam O'Brien: Adam and I discuss doing framing and preparing a presentation, a whole list of books, and getting better every day. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers