Customer Story
I helped the bookingkit team qualify opportunities better, in a 2-hour onsite workshop
Industry
Online Booking Software, SaaS
Solution
Onsite Workshop
The challenges
The Bookingkit sales team had issues qualifying opportunities and running structured discovery calls.
- They were mostly pitching features, and were not able to have clarity on the health of their deals
- They didn’t have a clear framework to run discovery calls and proactively book next steps
How I helped
The sales management team booked me for a 2 hours onsite workshop with the sales team. I introduced them to the structure of a discovery call, and we ran multiple roles plays. Here is what we covered:
1. How to start a discovery call
We started by clarifying their current process and I showed them the structure of a good agenda agreement.
2. How to find problems and quantify them
We explored various tactics to find problems, quantify them, and help prospects take action to solve them.
3. How to close a discovery call
Finally, I showed the team how to book next steps and end every discovery call with a good understanding of the energy of a deal.
