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The Secret Behind ‘Discovery Prospecting’
What if discovery started before the first sales meeting? In this episode of the Sales Today podcast, Fred Copestake is joined by David Kreiger, founder and president of SalesRoads, to explore why many salespeople are getting prospecting wrong and how a discovery-led approach can completely change the conversation. Rather than rushing to pitch, David argues that great prospecting starts with research, intelligent assumptions and genuine curiosity about what is happening inside the customer's business. With the information now available particularly through AI - there's increasingly little excuse for going into a prospecting conversation cold. In this episode: Why discovery should start during prospecting Using research to create intelligent problem hypotheses Why you don't always need to start with the decision-maker How frontline conversations can uncover valuable insights Earning the right to move higher within an account Why permission-based openers can work The importance of slowing down and getting your tonality right Why great prospecting should feel more like consulting than selling The big idea? Stop prospecting to pitch. Start prospecting to discover. Do that well and you become someone customers actually want to speak to - because you're bringing knowledge, perspective and insight rather than simply pushing a solution.   Connect with David ·         LinkedIn https://www.linkedin.com/in/davidkreiger ·         Website: https://salesroads.com   Follow Fred: https://linktr.ee/fredcopestake   Watch this episode on YouTube:  https://youtu.be/Igka5Za7SQI   Watch Fred’s FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers   Useful resources Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today’s buying environment https://collaborativeselling.scoreapp.com/
Sales Today
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