#439 - Use This Discovery Call Formula to Get More Demos Booked | Kevin Dorsey

Download Jason Bay’s Cold Calling Framework FOUR ACTIONABLE TAKEAWAYS Open a Cold Call with a permission-based opener to get prospects to opt into talking to you. Your tone of voice is key because it’s hard to hang up on a genuinely nice person. Go for the reverse pitch by sharing what is top of mind for their peers. Start with what is relevant to them, not what you’re trying to accomplish. Hook prospects into scheduling the next meeting by finding problems you can solve. Start with the problems they share with their peers. If you know the prospect is a good fit, don’t ask if they want that next meeting at the end of the call. Be assumptive and roll right into scheduling. PATH TO PRESIDENT’S CLUB Founder & CEO @ Outbound Squad Owner @ Jason Bay Consulting Director of Marketing @ Chamber DS, Inc. Marketing Director & Corporate Sales Trainer @ National Services Group, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

13 Marras 202316min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Start & End of Week 15min stand-ups: Start each week by listing out by individual what you are going to accomplish this week, it should be measurable. Breakdown calls into the sum of their parts: intro x discovery x demo x closing, but then coach to the THEMES across the parts. Situation-Behavior-Impact Feedback: Describe the situation (put them back on the scene), remind them of their behavior/what they did, explain the impact of it. Send the 3x3x3 to your CEO every day on Friday: 3 Up for the Week. 3 Down for the Week. 3 for Next Week. PATH TO PRESIDENT’S CLUB CRO @ Postal Senior Vice President of Revenue @ Postal Vice President of Sales @ Postal Vice President of Sales, GM, EMEA & APAC @ Wrike RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

9 Marras 202331min

FOUR ACTIONABLE TAKEAWAYS The person asking the questions is the person running the call. While it can feel good to respond to rapid fire questions, make sure you don't lose control of the call by seeking to understand the 'why' behind the question. Objections are opinions. Instead of jumping to overcome them, seek to understand them, by identifying if the objection is rooted in a lack of why change, why now, or why us. Use the 2 minute call prep drill: Call Purpose, Desired outcome, Predict their Pains, Guess Behavior Style. Exchange of information on a sales call should be bilateral, not unilateral. Make the exchange of information equitable by "reversing" (answer a question with a question). PATH TO PRESIDENT’S CLUB President and Owner @ Sandler Training Executive VP of Sales @ Pure Digital Technologies Vice President and General Manager of Field Sales @ Kodak RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

7 Marras 202323min

In this live episode of 30MPC direct from Unleash 2023, hosts Armand and Nick teach you how to close deals at power using The Golden Path. Learn how to set a strong agenda, understand executive priorities, and align your solution to close deals at lightning speed in this special episode of 30MPC. Ready to walk The Golden Path? Download our tactic toolkit to get started!

6 Marras 202352min

https://tactics.30mpc.com/leadership-playbook-sales-stages-deal-review-guide FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Decide on a meeting or stage-based sales process first. Align the key steps to win a deal to your Salesforce stages. Run rapid-fire deal reviews, recapping how each stage has been accomplished and what you plan to do to move the deal to the next step. Each week, look at the next step your rep agreed to take last week. And if it didn’t happen, talk about how to make it happen or get it out of pipeline. When your reps get really good at this, start teaching them the trick shots. Deal acceleration and combining two steps into one call! RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

2 Marras 202333min

Watch in full vibrant color: https://bit.ly/3Sn5KWh 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

1 Marras 20237min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When getting in person, try to dress the same "level" as your customer's office attire. When in doubt, dress one notch nicer. Use the right communication tool for the job. Synchronous conversation wins. Use this decision criteria for when to meet your customer in-person: size of deal, proximity to your location, and stage in the sales process (discovery phase is ideal). Before the meeting, ask yourself, “What is the micro-commitment I want from the prospect at the end of this meeting?” PATH TO PRESIDENT’S CLUB CEO @ Sales Gravy Author of People Follow You: The Real Secret to What Matters in Leadership Author of People Buy You: The Real Secret to What Matters Most in Business Vice President of Sales @ KGB RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

31 Loka 202331min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS The best product doesn’t always win — the team that has the most conversations with customers, investors, and partners does. Every week — test an industry, persona, and problem in your early-stage outbound. Over 12 weeks, you need to rip through 12 market segments to find your ICP. Play laptop closed! See how long you can go without opening your demo to sell a deal. Don’t worry about the two, three, or four-year deals. Win customers in year one, and if your product is right, you’ll keep them in year two and beyond. PATH TO PRESIDENT’S CLUB Partner @ Glasswing Ventures Growth Advisor @ CloudTruth Growth Advisor @ Talla Co-Founder @ Reprise RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

26 Loka 202338min