How to get your cold emails noticed and book a discovery call
Written by Jessy Leone
Duane Default - SaaS Growth Advisor and Sales Leadership Coach at Selling SaaS
Sales tip #1: A misspelled word is a great subject line for cold emails
Sales reps are always looking for new leads, and cold emailing is a great way to reach a potential customer and get a discovery call. However, getting recipients to open your emails to finally book a discovery call can be a challenge.
Lidia Vijga: "The best subject line for cold emails?"
Duane Default: "A misspelled word."
A misspelled word is a great subject line for cold emails. B2B prospecting experts have known this for years, but it’s only now that the rest of the world is catching on. This may seem like a counterintuitive approach, but it can actually be quite effective. The reason why a misspelled word works so well is because it stands out in the inbox. With so much competition for attention, anything that can help your email get noticed is valuable. And once your email is opened, you’ve got a chance to get your message across and hopefully book a discovery call!
So next time you’re crafting a cold email campaign, don’t be afraid to experiment with your subject lines – a little misspell could lead to big results!
Sales tip #2: Proper discovery call is the key to closing B2B deals
In B2B sales, the term “discovery” refers to the process of learning about a potential customer’s needs and challenges. The discovery process is critical for uncovering the needs of potential customers and developing a great sales strategy. Discovery is an essential part of the sales process. The goal of a discovery call is to build rapport, establish trust, and gather information that can be used to create a custom solution for the prospect.
Lidia Vijga: "What prevents deals from moving forward?"
Duane Default: "A bad discovery."
Discovery can be a source of frustration for salespeople, as it is often very time-consuming. If a salesperson is unable to uncover key information about a potential customer, it will be difficult to create a compelling sales pitch. Even more frustrating is when, after all that work, a discovery call ends with the bad news that the deal is not moving forward. While this can be disheartening, it’s important to remember that not every deal will close. The discovery process is still vitally important, as it provides valuable information that can be used to improve future sales strategies. By spending some time to debrief after each discovery call, sales reps can learn from their mistakes and ensure that they are better prepared for the next deal.
By definition, a discovery call is “a conversation between a salesperson and a prospect in order to learn more about the prospect’s needs.”
You managed to book a discovery call! How do you prepare?
When preparing for a discovery call, it is important to do your research and have a clear understanding of the prospect’s business. You should have a solid sales strategy in place. During the call, be sure to ask probing questions and actively listen to the answers. Take note of the pain points and needs that are discussed. Ask open-ended questions to get an understanding of the prospect’s business needs. Asking open-ended questions allows the salesperson to get an understanding for what the prospect’s business objectives and KPIs are. It also allows the salesperson to understand what processes are currently in place and what isn’t working well. Furthermore, by asking open-ended questions the salesperson can understand what the current budget is for this project and when a decision needs to be made. All of this information is key for the salesperson in order to put together a proposal that will be tailored to the prospect’s specific business need. Thus, investing the time to do a great discovery call will pay off in the long term.
Finally, follow up with a custom proposal that address the specific needs of the prospect. We highly recommend using video narrated presentations when sending proposals. There are several reasons for this. First, video allows salespeople to build rapport and trust with their prospects more quickly and easily. Second, it makes complex concepts easier to understand. And third, it creates a more personal experience that can help close deals faster. So if you’re looking for a B2B sales strategy that will give you an edge over your competition, video presentations is certainly worth considering.
B2B discovery calls are a crucial part of the sales process, but they can also be intimidating. Here are four steps you can take to make sure your B2B discovery calls are successful.
If you want to know more about video selling, read our comprehensive guide on video sales.
Sales tip #3: Shut up
Lidia Vijga: "The best sales advice you've ever received?"
Duane Default: "Shut up!"
B2B sales is a notoriously tricky business. You’re not just selling a product, you’re selling an idea, and getting people to buy into your vision can be difficult. Add in the pressure of quotas and it’s no wonder that so many salespeople end up feeling frazzled and burned out. That’s why the best sales advice is the simplest: “Shut up”.
In B2B sales, it’s important to build relationships and establish trust. And more often than not, the best way to do that is to simply listen. By hearing what your potential clients are saying, you can get a better understanding of their needs and tailor your pitch accordingly.
The vast majority of sales reps make the mistake of talking too much on a discovery call. They try to sell their product or service by talking about all of its features and benefits. However, this approach often backfires. Instead of convincing the customer to buy, they end up overwhelming them with information. The reality is that B2B customers are usually well-informed about the products and services they’re interested in. They don’t need a salesperson to tell them what they already know. What they’re looking for is someone who can answer their questions and address their concerns.
So the next time you’re feeling the urge to talk someone’s ear off, take a step back and listen instead. It just might be the key to closing the deal!
Discovery call tips.
- Do your homework. Learn as much as you can about your prospect and their business. The more you know, the better equipped you’ll be to tailor your pitch and address their specific needs.
- Keep it focused. Once you’re on the discovery call, resist the temptation to ramble. Instead, stay laser-focused on uncovering your prospect’s pain points and how your product or service can help solve them.
- Be prepared to pivot. No matter how well you prepare, there’s always a chance that the conversation will take an unexpected turn. Be flexible and be prepared to adjust on the fly.
- End with a call to action. After you’ve had a productive conversation and gained a better understanding of your prospect’s needs, it’s time to take things to the next level by asking for a meeting or sending a proposal.
By following these steps, you can ensure that your B2B discovery calls are successful and lead to tangible results.
Watch our previous SALES RUSH episode with Mark Wellman.
Mark Wellman is a Director of Growth and Partnerships at Sonero. Sonero – Sonero makes it faster and easier for client-facing teams to understand and take action on customer call outcomes.
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