2 days ago
#52 - Discovery Is Not Dead, You're Just Doing It Wrong (Part 2) - with Tarmo van der Goot
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Tarmo van der Goot, Vice President - EMEA at Chargebee. For CFOs in today's market, a product that solves a technical problem is not enough. Sellers must listen very well to determine and quantify what the true business problems are. Tarmo also shares how enablement helps new reps develop good habits, as well as the central role of empathy in making discovery great.
Be empathetic to quantify a prospect’s business problem - Tarmo: "Hypothetically, let someone comes to your discovery or your demo and they say, well, I have a problem with my invoicing. That's a technical problem, right? So what a lot of reps do then is, well, I mean, if you have a problem with your invoicing, then let me show you how awesome that we can solve this.
"I mean, yeah, a lot of people can probably do the same thing. You need to be empathetic and listen and actually understand and ask some more questions around, okay, so if you have some technical problems with you're invoicing, what does this actually mean? Like, why are you having those problems, and when those invoices are not working the way it should, what does it mean for your balances?"
You can find out more about Tarmo in the link below:
* LinkedIn: https://www.linkedin.com/in/tarmovandergoot/