Jacco van der Kooij describes how to perform a world class, customercentric discovery call that will help your customers and lead to the next meeting.

Subscribe to get more Remote Selling strategies and sales frameworks:
http://bit.ly/Sub2WBD

Get more insights from the Blueprints for a SaaS Sales Organization book:
https://amzn.to/2Arasws

0:00 The path of a discovery call
0:40 Situation and pain questions
1:28 Empathy
2:04 Impact
2:16 What happens when you start pitching
3:00 The full blueprint of a discovery call



Get more frameworks from WbD:
https://winningbydesign.com/
  / winningbydesign  

Learn more from WbD Founder Jacco van der Kooij on LinkedIn:   / jaccovanderkooij  

Want to reach out? [email protected]



About Winning By Design:
We specialize in enabling teams to succeed with Remote Selling. Our roots come from advising and collaborating with highgrowth startups and midmarket SaaS companies, and we now help global enterprise organizations apply those best practices to achieve sustainable growth. Trusted by 500+ organizations around the world.

How to Perform a World Class Discovery Call | Sales as a Science #4 | Winning By Design
   • How to Perform a World Class Discover...  
   / winningbydesign