Gabe Bell

My best AEs crush discovery 🥷 Steal 12 of their best questions: Drumroll please... 🥁 1. Starting a discovery call by focusing on their priorities: "Hey Jill - Let's start with what brought you to [company] today. What are you looking to accomplish specifically?" 2. Asking about their process and challenges: "Hey Jill - A lot of founders I speak with have some challenges when it comes to [X]. Can you put me in your shoes and walk me through your process step-by-step? When you need to [X] what happens? 3. Demonstrating subject matter expertise and learning their priorities: "Hey Jill - Typically founders I speak to have the following priorities... [insert priorities] is that the same for you or is something else more important at the moment?" 4. Making a recommendation for next steps: "Hey Jill, looks like we're in a great position to help with X, based on that do you mind if I make a recommendation for next steps here?" 5. Actively listening and making sure you understand: "Hey Jill, it really stood out to me when you said X, can you share more about that? Do you have a specific example?" 6. Summarizing what you heard: "Hey Jill, thank you so much for sharing. Here's what I'm hearing so far... [insert summary] did I get everything correct?" 7. After showing a feature on a demo: "Hey Jill - What stood out to you the most about what we just walked through?" 8. After showing a feature on a demo: "Hey Jill - Who else on your team would benefit from [feature] and [benefit]?" 9. After showing a feature on a demo: "Hey Jill - What was running through your mind as I was showing that?" 10. Getting approval to connect on Slack: "Hey Jill - I've found it really helpful to connect with my clients on Slack. That way we can both communicate easily and get answers quickly when we need them. Would you be open to that?" 11. Learning their buying process: "Hey Jill - Curious, what steps would need to be taken on your side to make a confident yes or no decision with something like this?" 12. Determining if you're the vendor of choice: "Hey Jill - Curious, if we can align on pricing would [company] be the vendor of choice and who you'll recommend? Is there anything you see at this point as a reason to potentially not move forward?" What'd I miss? - Mike G 👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

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Top performers in sales aren't just naturally gifted - they're methodical masters of their craft. • They manage 164% more pipeline • Excel at discovery, with 55% better performance • Experience 217% fewer late-stage slips • Win rates are 43% higher than average Why? Because they've turned key processes into disciplines: - Discovery isn't a phase, it's an ongoing practice - Qualification is a science, not a gut feeling - Stakeholder mapping is their secret weapon - Objection handling is rehearsed, not improvised Want to elevate your team's performance? DM me so you can share some details, and then I’ll share a specific plan to engineer success, not just hope for it. #SalesExcellence #PerformanceOptimization #RevenueGrowth

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