The Audible-Ready Sales Podcast Three Ways to Save Time as a Quota-Carrying Rep
May 21, 2024
Antonella O'Day, a sales leader and coach who helps quota-carrying reps boost effectiveness. She talks about building discovery foundations to align solutions and stakeholders. She shares three coaching techniques to keep reps in discovery. She explains prepping meetings, qualifying early, and using time blocks and limits to move deals faster.
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Run Discovery First Agenda
- Set a discovery-first agenda for early meetings to make the session about the buyer and not your product.
- Say you’ll spend 30 of 45 minutes probing needs, then cover company/solution so your talk stays relevant and focused.
Foundation Discovery Speeds Deal Progress
- Investing time in a solid discovery foundation accelerates later stages by increasing alignment and likability.
- Rushing to solutions invites more stakeholders to push back and elongates the sales cycle rather than shortening it.
Make Role Play Nonnegotiable
- Role play sales conversations regularly to rehearse difficult questions and reveal blind spots before real meetings.
- Use managers or peers as mock customers so feedback reduces the risk of losing valid opportunities.