“If you can master discovery, continue to get better at discovery, retain that natural curiosity to understand who that person is and how to get the deal done, then you will definitely be successful. ” – Katie Jane Bailey in today’s Tip 1117
Do you master discovery?
Join the conversation below and check out Katie Jane’s full presentation on the Sales Success Stories podcast!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes in the form of a clip from Katie Jane Bailey’s presentation at last year’s Sales Success Summit on Product Led Growth and the Future of Selling. Here it is:
Katie Jane Bailey: The second principle that will never, ever, ever go away is discovery. I love discovery. It’s one of those things where I’m like, all right, I’m just going to say this so that other people who love discovery here, you can come find me and talk to me about it because I love discovery. I wish I could just tattoo this on my shoulder. But I fully believe that discovery is a lifestyle, not a stage. And discovery in product lead growth becomes so much more complex.
So if we think about where a lead, when we first get a lead, right? Historically, those people come from a conference or from request demo or you’re working with your SDR or prospecting. But when you are at a product-led growth company, you get I call it a new lead in town. So your new lead is people who are using your product. When I first started at Figma and still to this day, my book of accounts are people who are using my product every day. So it’s very frequent that I get on the call and they know way more about the product than I do. And that’s different, right?
I’m no longer the expert in the room of the product. They are the experts. And so my role changes, my specialization changes, what I do within that sale changes. And you can’t figure out the role that you’re supposed to play unless you are better at discovery.
So let me give you kind of an example.
You have a company. Company A, right? And Company A has 50 active users in your platform. And you don’t know who these people are. You don’t know what they’re using. How do you define active and you find someone who reaches out. They’re like, my company must have Figma, and you find out that they are summer intern Johnny, who has no influence. But there’s a lot of product usage going on. Right. And there’s not going to be a playbook for every single lead that comes your way. But if you can master discovery, continue to get better at discovery, retain that natural curiosity to understand who that person is and how to get the deal done, then you will definitely be successful.
Scott Ingram: I just released the audio from Katie Jane’s full presentation on the Sales Success Stories podcast earlier this week. For links to that and to connect with Katie Jane Bailey, just click over to DailySales.Tips/1117.
Once you’ve done that, keep on coming back for another great sales tip. Thanks for listening!