Brief: Perfecting the Virtual Discovery Call

A smarter approach to the discovery call can yield insights that rise to the level of a competitive advantage. But how can sales professionals drive this outcome in today’s virtual setting?

In our latest brief, Perfecting the Virtual Discovery Call, we detail the three key concepts that enable sales professionals to engage customers in a virtual setting and understand their needs. We examine how to:

  • Get strategic with a three-part questioning strategy that surfaces underlying needs fast
  • Prepare for the challenges of a virtual setting
  • Reveal the factors underpinning the six key drivers of the sale
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