The Case for Traditional Discovery

Posted On Dec 9 2019 by

first_imgFor the last eight or nine years, a lot of the content around sales improvement, especially as it pertains to prospecting and discovery, has been about providing insights and ideas, as well as being more strategic. These ideas have been critical to the evolution of sales, especially for B2B salespeople engaged in the complex sale. It is not that these approaches are in any way incorrect, it is that some of us write and speak about them as if they are universal, and I include myself in this accusation.There is still a case for traditional discovery. There are still companies and stakeholders who benefit just as well from a prospective partner who asks questions to understand the areas where they are struggling. There are as many companies and people who are well aware of the challenges they have, who have really good ideas about what they need to make improvements, who need a partner to talk through how they might make those improvements, and who do not need to be compelled to change through a discovery process that allows them to discover something about themselves.The role of a salesperson, especially one who would like to be a strategic partner, and whom one day hopes to be considered a trusted advisor, is to serve their prospective client. Many times we start with the idea of a platonic client, a client that represents all clients. At the time of this writing, there is much work being done around buyer personas, mostly generated by looking at an individual’s title to determine how to engage with them. These are useful orienting generalizations, but they are just that, generalizations. Moreover, all generalizations, regardless of how useful, are lies (this statement itself is a generalization, meaning it is a lie). The generalization we have started from for the last decade is that our prospective clients are not compelled to change, and we need to start every discovery call with context for conversation around why they need to do something different now. The limit of an orienting generalization is that it isn’t universally true.The tension between certain ideas is where you can find real value. It’s critical that a salesperson generate strategic outcomes for their clients in a complex sale, but it’s equally vital that they be able to serve the individual stakeholders where they find them. Not every stakeholder is interested in understanding the strategic necessity to change before they talk about doing something different to improve the results. Some stakeholders benefit from a set of questions that help them understand how they can go about making things better, the choices that are available to them, and the trade-offs they may make.If I were to offer you a principle to guide your actions here, it would be to match your approach to what generates the greatest value for your prospective client. Get the Free eBook! Want to master cold calling? Download my free eBook! Many would have you believe that cold calling is dead, but the successful have no fear of the phone; they use it to outproduce their competitors. Download Nowlast_img read more


F2 steadies ship in time, turns back fighting Sta. Lucia

Posted On Nov 28 2019 by

first_imgAby Marano of F2 Logistics saves the ball. CONTRIBUTED PHOTOIt took an error-riddled third set to unleash F2 Logistics’ fury Saturday night.Just when it was expecting a trouble-free ride, the defending champion were forced into a turbulent frame by feisty Sta. Lucia Realty before pulling off a 25-18, 25-16, 18-25, 25-10 win in the Philippine Superliga All-Filipino Conference.ADVERTISEMENT Lacson: SEA Games fund put in foundation like ‘Napoles case’ Don’t miss out on the latest news and information. 1 dead in Cavite blast, fire World’s 50 Best Restaurants launches new drinking and dining guide Robredo: True leaders perform well despite having ‘uninspiring’ boss PLAY LIST 02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games But they allowed the Realtors to claw back and steal the set through the efforts of lefty spiker Danika Gendrauli, Shirley Salamagos, Janine Navarro and Mar-Jana Phillps.“We were affected by our unforced errors especially in our serves,” said Baron.That was because the Cargo Movers were charging their serves to push the Realtors defenders far back in the court.Sta. Lucia was even ahead in the fourth, 4-2, but F2 Logistics decided that it had enough. With authority, Aby Maraño and Kim Kiana Dy declared their side of the court a no-fly zone by scoring four straight kill blocks.That formidable missile shield allowed F2 Logistics to build an 18-6 lead in the fourth that it never gave up.ADVERTISEMENT LATEST STORIES Ethel Booba on hotel’s clarification that ‘kikiam’ is ‘chicken sausage’: ‘Kung di pa pansinin, baka isipin nila ok lang’ View commentscenter_img Sta. Lucia fought closely in terms of attacks, as F2 barely won the spiking battle, 38-36. But the Realtors, who dropped to 2-4, had 35 errors compared to the Cargo Movers’ 22. F2 Logistics also had more aces 11-5.Sports Related Videospowered by AdSparcRead Next The star-studded Cargo Movers, the hands down favorites of the full-packed Batangas City Coliseum, thus posted their fourth straight victory to rule Pool D and solidify their bid to finish in the top four in the preliminaries.Middle blocker Majoy Baron led F2 Logistics with 22 points, including seven aces for the franchise that had a bleak start after it dropped its first two matches in the conference.FEATURED STORIESSPORTSSEA Games: Biñan football stadium stands out in preparedness, completionSPORTSPrivate companies step in to help SEA Games hostingSPORTSMalditas save PH from shutout“There is still a long way to go for us as far as chemistry is concerned. We need to improve on a lot of things first,” said the reigning UAAP Most Valuable Player for La Salle.One of their concerns will most likely be their killer instinct as the Cargo Movers were leading, 9-6, in the third set after winning the first two frames. Heart Evangelista admits she’s pregnant… with chicken What ‘missteps’? MOST READ Cayetano to unmask people behind ‘smear campaign’ vs him, SEA Games WATCH: Firefighters rescue baby seal found in parking garage Thelma Barina: When we were championslast_img read more