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The Sales Evangelist

Jessica Schultz

The discovery call is at the heart of the sales process. If you want to make the most of it, you have to come in with a plan. In this episode, your host Donald Kelly talks with Jessica Schultz, the CEO and Founder of strategic consulting and execution firm Amplify Group. They take you from determining which prospects are worth your 30 minutes, all the way through using your disco to write a great proposal.

Fail Fast – Don’t Waste Time on a Bad Fit

  • New reps often sink a lot of time into every prospect – even unqualified ones. Discovery is all about figuring out whether the person you’re selling to is a good fit.
  • In tough economic times, it gets harder to close deals. Reps might be tempted to try to “make it work”, even if their product isn’t a great fit for the customer. Even if you manage to sell successfully to a “bad fit,” your customer will have a poor experience.
  • Take the time to match your prospect up to your value proposition. If you don’t know your value prop or ICP, work with your sales leader!

Before Your Discovery Call

  • A 30-minute meeting goes by quickly! Send out an e-mail a couple of days before the meeting. Share information about what the business offers to give your buyer an opportunity to ask you questions.
  • Putting the time into doing some research about the company and its pain points shows that you value your buyer’s time, which can help set you apart.

Making the Most of Discovery

  • When you’re doing your Q&A, pay close attention to your prospect’s pain points and outline solutions to them. Use these answers to help build your proposal.
  • Record your calls and use a transcription service to refamiliarize yourself with your buyer before you talk with them again.
  • Offer the price up front! If that disqualifies a lead, you can move on and your prospect will be glad you didn’t waste their time.


Jessica Schultz on LinkedIn

Amplify (https://www.amplifyscales.com/): Go-To-Market and RevOps Expertise and Execution

Sponsorship Offers

  1. This episode is brought to you in part by LinkedIn.

Are you struggling to close deals? Cold outreach wastes the buyer and seller’s time at every stage, especially when sellers are using shallow and outdated data.

  1. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights.
  2. These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes – like more pipelines, higher win rates, and larger deals.
  3. We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator.

Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse.

  1. This episode is brought to you in part by TSE Sales Foundation.

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.


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About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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