Why You Should Be Mastering Discovery Right Now with Jason Bay of Outbound Squad
We welcome back a special guest this week, Jason Bay, founder and CEO of Outbound Squad is here to talk about discovery. Jeff and Jason discuss the common discovery pitfalls that sales reps often find themselves in and how to turn those challenges into opportunities. Jason Bay shares his insights on the importance of "multithreading" in conversations, effectively engaging CFOs in deals, and why it's crucial to sell outcomes rather than just solutions. If you've ever felt like your discovery process could use a revamp, you won't want to miss these expert tips on mastering the craft.
Jason also tells us how he manages self-source pipelines and runs tight sales cycles. They get into the nuances that separate great sales reps from the wannabes, stressing the importance of bringing value to every single interaction with prospects. Whether you're a seasoned sales veteran or just starting in the field, this episode is packed with actionable advice that you can apply immediately to improve your sales strategy. It's time rethink the way you discover new sales prospects.
6:00 - How "multi-threading" can help you find the real decision maker without offending everyone else
10:50 - Discover the bigger project picture and win the sale
19:20 - Managing your time on a sales call effectively
25:51 - What questions should be prepared ahead of a sales call to offer strategic advice effectively?
Download my latest ebook
https://jeffbajorek.com/8reasons
Listen and follow my podcast, Rethink the Way You Sell for weekly episodes!
https://linktr.ee/rethinkpod
Music and Editing by @Doug Branson
Additional Music by @Blue Dot Sessions
Create your
podcast in
minutes
It is Free