Use critical goals to engage buyers and qualify forward
Many sales calls do not draw on a well developed or well executed discovery process. More than half of buyers that join sales have no clear purchasing initiative. Just 10% of executives consider sales calls valuable. The combination leads just 37% of initial sales calls to progress to any kind of second meeting.
The best way to increase discovery call progression is letting buyers confirm their critical goals and goal payoffs and let this value confirmation identify the right next steps in the decision making process.
Winalytics Discovery Process Playbook raises to meeting progression rates in the early by an average of 40% by focusing on qualifying buyers around critical goals, payoffs and the decision process to build organizational readiness to purchase.
We help you qualify the right buyers forward into your pipeline by managing a discovery process focused on value discovery on a buyers’ critical goals, value mapping between goals and capabilities, and decision roadmap to a purchase.
Meeting Agenda & 90-second Commercial
The best early calls start with a goal-oriented agenda and a 90-second commercial, which allows the buyer to self-qualify by responding to menu of goals and challenges areas a company helps solve.
Establishing a critical goal means completing three levels of buyer value discovery by identifying a goal or pain (Level 1), gaps preventing goal achievement (Level 2) and the emotional and financial payoffs to goal achievement (Level 3).
Value mapping involves identifying a critical goal and then presenting the specific capabilities and success cases that demonstrate how a company has solved this critical goal with other similar buyers.
Verbal Decision Roadmap
A strong early sales call establishes a critical goal, gap and payoff and then verbally builds a decision roadmap to purchase around that critical goal as well as clarifying the decision-making process, funding, and timing.
Three-Part Meeting Checklist
A three-part meeting checklist to capture outputs on value discovery, value mapping, and the decision roadmap increases the quality of discovery call execution and momentum into high-quality pipeline deals.
Decision Roadmap Email
Developing a set of templates for decision roadmap emails templates can support sales in producing a high quality recap of each call with 24- to 48-hours to confirm a buyer’s goals and gaps and next steps in the decision process.