Unlocking Sales Success: The Power of Discovery for B2B Sales Organizations

To start lets answer “what is discovery”…

Discovery in the sales process is the crucial first step that involves asking the right questions to understand the prospect’s needs, pain points, and goals. This phase helps the sales consultant tailor their pitch to the prospect’s specific needs and build a connection based on their interests. By identifying the key decision-makers, understanding their purchasing process, and the potential roadblocks, the sales consultant can build a mutual action plan that meets the prospect’s expectations. Discovery is critical to building trust and ensuring a successful sales process that meets the needs of both the buyer and the seller.

B2B sales organizations have had to adapt to entirely new working environments, causing traditional sales processes to be turned upside down. As a result, executing good discovery is crucial for successful sales.

To start the sales process, sales consultants should ask questions such as “What are your biggest challenges and can you tell me about your role?” to understand the decision-making power and gain insight into the purchasing process. Additionally, asking prospects about their knowledge of the product and company can help maximize limited time while correcting any misinformation.

Asking questions such as “What would your dream solution be?” and “What are your primary roadblocks right now?” helps to identify potential obstacles and build a tailored product demo that aligns with the prospect’s expectations. “How many other people will be involved in the purchasing decision?” helps determine the number of stakeholders involved in the sales process and their roles to manage the sales experience.

In today’s remote working environment, the buying group has become a significant force in purchasing decisions, making it essential to understand the number of people involved and their roles to tailor the sales approach. Asking “Where are you in the decision-making process?” helps align the sales approach with the prospect’s schedule, and “When do you hope to have this solution up and running?” helps create a low-effort buying experience based on the prospect’s timeline and objectives.

To ensure the prospect has all the information needed to move to the next step of the sales cycle, asking “Is there anything I didn’t cover today that you hoped to hear?” enables addressing any missed issues during the conversation.

To build a successful discovery phase, start by creating a list of “Discovery Phase” questions and using social media polls to keep up with the industry’s pulse. Additionally, archiving reports, studies, and news articles helps to understand target industries and ask more relevant questions.

To break this down:

B2B sales organizations have had to adapt to new working environments in the past 18 months, causing traditional sales processes to be disrupted.
Executing good discovery is crucial for successful sales in this environment.
To start the sales process, sales consultants should ask questions such as “What are your biggest challenges?” and “Can you tell me about your role?” to gain insight into the decision-making power and purchasing process.
Asking prospects about their knowledge of the product and company helps to maximize limited time and correct any misinformation.
Asking questions such as “What would your dream solution be?” and “What are your primary roadblocks right now?” helps identify potential obstacles and build a tailored product demo that aligns with the prospect’s expectations.
“How many other people will be involved in the purchasing decision?” helps determine the number of stakeholders involved in the sales process and their roles.
Asking “Where are you in the decision-making process?” helps align the sales approach with the prospect’s schedule, and “When do you hope to have this solution up and running?” helps create a low-effort buying experience based on the prospect’s timeline and objectives.
To ensure the prospect has all the information needed to move to the next step of the sales cycle, asking “Is there anything I didn’t cover today that you hoped to hear?” enables addressing any missed issues during the conversation.
To build a successful discovery phase, create a list of “Discovery Phase” questions, use social media polls to keep up with the industry’s pulse, and archive reports, studies, and news articles to ask more relevant questions.

Executing good discovery is crucial for successful B2B sales, particularly in today’s remote working environment. By asking the right questions, understanding the buying group’s structure, and tailoring the sales approach to the prospect’s schedule and objectives, sales organizations can improve their chances of closing deals and achieving their goals. MtnStep offers a discover program for small businesses, check out our offer on Fiverr.