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Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Find My Catalyst Podcast is published weekly.  We take listener questions at @catalystsale on twitter or via email.

Topics discussed - Revenue Operations, Customer Success, Goal Setting & Execution, Mindset, Performance, B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Aug 24, 2020

In this episode, Mike and Jody discuss the importance of a good first customer interaction and discovery call/meeting.

Questions Answered:

  • What should the first customer interaction look like?
  • What is involved in discovery?
  • Why do you want to find out more about the person?
  • How does knowing the person better help you with the sale you are trying to make?
  • What else do we need to know about the first interaction?

Key Takeaways:

  • Ask questions.
  • Do research - can be from public or private sources (asking questions.)
  • Deliver the information you have in the context of what is important to the customer
  • It’s important to know the person because they are going to either influence or make the decision.
  • Asking questions and getting to know them helps them realize I am a human being and not someone just trying to sell something.
  • Asking if they have any questions for you will let you know how engaged they are in the conversation.
  • You can refer back to what these first questions revealed in future discussions. Builds a personal relationship.
  • Be prepared to do a demo if necessary

Show Links:

Call Planning Podcast

Work With Catalyst Sale:

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Purchase Demystify Sales, A Catalyst Sale Course  here 

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This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

Growth Acceleration - Plateau Breakthrough

Product Market Fit