Q: Our sales team is struggling to hit their numbers. We recently established a marketing team at my MSP, and they’re bringing in a ton of new leads. The problem is that we don’t see these leads converting into sales. Our sales team has one or two conversations with a prospect, but somewhere after the second call we lose them. What can my sales team do to gain interest on a discovery call?
Congratulations on adding a marketing team at your MSP. We know growing your team can be challenging, though, as everyone adjusts to the changes. The new leads your marketing is bringing in will certainly help keep your pipeline full, but your sales team needs to ask the right questions to make the most of those leads. The discovery call can help you understand where your prospects are coming from and what services they might need, which should help your sales team close more deals.
To find out how to ask discovery questions that will give you great insights on potential customers, we consulted one of our Partner Development Managers, Rob Badger. Although Rob told us there is more than one way to run an effective discovery process, he did give us some tips and tricks that will help you and your sales team get more insight into prospects’ day-to-day activities and their pain points.