Sales Hustle is now Sales Transformation
July 20, 2022

#361 S2 Episode 230 - EUREKA! Discoveries, Takeaways, AHA!s, and Lightbulb Moments

#361 S2 Episode 230 - EUREKA! Discoveries, Takeaways, AHA!s, and Lightbulb Moments

Everybody has an AHA! moment, but not everybody gets one that could really light a bulb on the mindset.

Join Collin as he welcomes Ethan once again in another round where they talk about discoveries, takeaways, and amazing lightbulb moments. Learn more about Ethan’s takeaway as he shares his AHA moment in the Outbound Squad.

Power up your podcast experience by joining our Free Podcast Community!

Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

Key takeaways from the program
Developing the master matrix
Ethan's lightbulb moments
What is value for Ethan

QUOTES

Ethan’s discovery in Outbound Squad:
“Folks are really good at prospecting, and they don't understand how that translates and discovery or folks are really good at discovery and closing deals, but they really suck at prospecting.”

Collin on what real booking is:
“They think the goal is just to book the meeting, but it's not. The goal is to book quality, qualified meetings that are going to stick, that are going to actually turn into opportunities.”

What value means for Ethan:
“Anything you can share with them, that other companies were trying to do, what they were thinking about what got in the way, and how they dealt with that. And then the outcome, that's value.”

Connect with Ethan and learn more about what he’s been working on!

About Ethan
About AltiSales
AltiSales Website
The Revenue Podcast

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

About Collin
About Salescast
Salescast Community
Sales Transformation

Wanna kick off your own kick-ass podcast?
Already have one? How about growing it, or even monetizing it?

LET’S TALK.


Everybody has an AHA! moment, but not everybody gets one that could really light a bulb on the mindset. 

Join Collin as he welcomes Ethan once again in another round where they talk about discoveries, takeaways, and amazing lightbulb moments. Learn more about Ethan’s takeaway as he shares his AHA moment in the Outbound Squad.

Power up your podcast experience by joining our Free Podcast Community!

Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

  • Key takeaways from the program
  • Developing the master matrix
  • Ethan's lightbulb moments
  • What is value for Ethan

QUOTES

Ethan’s discovery in Outbound Squad:

“Folks are really good at prospecting, and they don't understand how that translates and discovery or folks are really good at discovery and closing deals, but they really suck at prospecting.”

Collin on what real booking is:

“They think the goal is just to book the meeting, but it's not. The goal is to book quality, qualified meetings that are going to stick, that are going to actually turn into opportunities.”

What value means for Ethan:

“Anything you can share with them, that other companies were trying to do, what they were thinking about what got in the way, and how they dealt with that. And then the outcome, that's value.”

Connect with Ethan and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

[00:00:00] My name is Colin Mitchell and welcome to sales transformation, a daily podcast with the best moments from the most respected people in the sales world. The goal of this show is to give you a daily dose weekends included in 10 minutes or less to help transform the way you sell. I hope you enjoy today's episode.

[00:00:20] And now to David to tell you what you can expect in today's episode.

[00:00:29] You know, everybody has their own aha moments, but not all people get the one that can really like a bulb, their mindset. And that's why we should join call in today. As he welcomes Ethan, once again in another round where they talk about discoveries takeaways and amazing light bulb moments. Learn more about Ethan's takeaway as he shares his aha moment when he was in the outbound squad, only here, the latest episode of sales transformation.

[00:00:59] Two part question here, like, what are some of the things that you learned through going through the content or the program yourself the very first time? Like some big aha. Right. And then tell me about some of the breakthrough, you know, kind of wins that you see, you know, now, um, helping run outbound squad.

[00:01:17] Yeah, I think the same, the question, the answer to that question is, is the same for a lot of folks. And I, what I think is missed a lot, one direction or the other, it's not necessarily all the same direction, but either folks are really good at prospecting and they don't understand how that translates in discovery.

[00:01:36] Where folks are really good at discovery and, and closing deals, but they like really suck at prospecting and they don't understand how it translates over. And so like one of the first things that we do in outbound squad, like as soon as you come in is we, we build a mess stream matrix for ICP and a personas that we wanna sell to.

[00:01:49] And that is, you know, essentially like, Hey, what are the priorities of these individual? What do they care about? What are they trying to accomplish? What are they using to get the job done today? What is current state status quo? What are the problems that we've heard from our customers with that? Where do they want to go?

[00:02:04] Where are their aspirations and how do we help? And we build this out for two to three priorities for, for each persona that we sell to. And then that's, that's the foundations of all of the messaging that we'll. Cold call talk tracks, email templates, everything. But what people don't see is that's the same foundation for how you ask really great questions in discovery and how you really lean in and get the prospect to like lean in with you.

[00:02:26] Um, and like when I really connected those dots, it changed everything. Cuz I've always been a great seller, but I was struggling with the, the top of funnel side. And like when I cold called before COVID dude, it was hard. I was pitching hard just going in heavy, you know, it was just like, I was just ready to battle and deal with the objections and I was just comfortable on the phone.

[00:02:44] Well, and I would joke and I would laugh and just playing the numbers game. Yeah. Just playing the numbers game. And, and that was, it was decent at it. But then when I got into, um, you know, like hardcore SAS sales and try to do that same day was not at all met with the same success. I was like, oh shit. Um, and so then I, you know, wanna working with Jason and like, we went through this message matrix exercise, and I was.

[00:03:05] That's so interesting, cuz that's like how I loop things in discovery. And then I started seeing how the two connect and that's what really leveled up. My, my outbound game is when I saw like the, I think it's just like nervous or anxiety, cuz this is like different. I don't think I'm good at that or this, that and the other.

[00:03:18] And, and when you see that like, oh, I actually do have this talent skill set. This is just like used in a different way. Um, I think that's really a light bulb moment for a lot of folks. It's also a light bulb moments for, for a lot of folks the other way. And that, like, I I'm really bad at discovery. Ethan.

[00:03:32] I'm like, dude, you're booking 20 meetings a month. What do you mean you're bad at discovery? And they're like, wow, you on, I don't know what questions ask. I'm like, dude. Like you have what their priorities are. You have, where they want to go. You have current state status quo, like ask questions around those things.

[00:03:47] Just hold, just pull up your mystery matrix in discovery and ask questions around those things, man. They're like, oh, and then they, they go do that. And they're like, oh wow, this is not as difficult as I thought it was like, obviously it depends on having the right person, the right ki like you, you got your ICP and persona down, but, um, yeah man, that's the biggest light bulb I see for, for most folks.

[00:04:06] And it was a big one for me.

[00:04:11] Wow. I mean, I think that a lot of people treat their prospecting messaging or talk tracks different right. Than their discovery. Like, Hey, here's how we, here's how we get people to just book a meeting and like spend some time with us. Right. And they don't make that. Connection, um, as you described, so can you sort of out of friction too, for the prospect, cause you get sold value, I'm gonna show you this.

[00:04:35] I'm gonna show you that and you show up to a call and I just feature dump you for 30 minutes. And, and, and what I see, and I don't even think it's the seller's fault. Right? It's like they haven't been taught that there's a better way or they just don't know any better. Right. And they look at these two different goals.

[00:04:50] And I think a lot of times it has to do with like, They think the goal is just to book the meeting right. But it's not like the goal is to book quality qualified meetings that are gonna stick that are gonna actually turn into opportunities. Right. And when there's, when there's, um, uh, you know, congruence in that process, Of those two steps of the sales process, then you're gonna have less friction and you're gonna meet that requirement rather than, you know, meeting the activities or the quota or the meetings quota.

[00:05:22] Right. And, and I think that's where a lot of people struggle is treating those very differently because I mean, a lot of people can trick people into getting the meeting, right? Like, Hey, we're gonna add so much value or you, what, a lot of times what you see is like them trying to book a. Value based meeting, right?

[00:05:39] Like an, which is like an undercover sales call, right. yeah. Right. And the expectation of the prospect is very different than the person conducting that. The expectation of the person conducting that meeting. Yeah, there's definitely a balance there. And like, I can present value and you still very clearly know that I can help you with this, but this comes to how this comes down to how you not only like aligning with whatever prospecting you did, but how you opened that call and how you set the stage and create alignment for that discovery call.

[00:06:07] And then there's like the misnomer of like what value is. Yeah. So, you know, Gartner did a huge study to all these CEOs, CIOs, all these things recently. And the number one. That all of them said when they are asked the question of, Hey, what, what do you think is like worth your time for a sales guy? Like, what would you consider is worth your time?

[00:06:26] And they all said, show me what world class looks like. That's what they all said. And this is something I've been harping on for years. And like sharing value. Isn't this customer formal case study with KPIs and like this mapped out process. They went through and deep. Like that's not, that's not it, that's not it.

[00:06:47] You can share so much value to this individual because guess what? You've seen hundreds of customers, or maybe just tens of twenties of customers go through this, but they're doing this once and it's probably the first time they've ever done it. And so anything you can share with them that other companies were trying to do what they were thinking about, what got in the way and how they dealt with.

[00:07:05] And then the outcome that's value. And it's learning to bleed that in, throughout the discovery call and being confident in that. And then, then at the end, it's like, oh, by the way, we're the ones that help them do that. If you'd like to chat any further, I, I see a pretty strong opportunity for us to be helpful here.

[00:07:19] Would, would you agree, um, you know, calling, it makes sense to kind of take a little bit of a deeper dive, you know, it's, it's just tying it all Al. And you need to be seen as a trusted credible advisor. And it doesn't have to be some complicated ask case study that you're going down some long list of KPIs and metrics.

[00:07:35] Thanks for tuning in to today's episode. If you're enjoying the show, drop us a review on your favorite podcast platform, and we hope that you'll tune in again tomorrow as we are here for you every day, weekends included to help you transform the way you sell.