أحدث منشورات Scott Finden على لينكدإن

"How do I dig into pain on a discovery call?" There's 2 questions that do most the work: I've run 2,000+ Discovery calls(!!) The 2 questions that found the most pain weren't clever at all. There are 8 letters in MEDDPICC you'll need eventually. But on first Discovery, we don't need to overthink it. Simply osc…

Today is my beautiful wife Regina's 30th Birthday !! We've been lucky enough to spend the last month in her home town (Recife) in the North East of Brazil Been so amazing watching her have the chance to reconnect with her Mum, friends, family & puppy - as she spends so much of the year away from all these things…

10 Things To Never Say In Sales 👇 Don't say: I think. Instead say: I recommend. Don't say: Just checking in. Instead say: Confirming our call, here's some value. Don't say: I'll send over some info. Instead say: I can speak on Tue or Wed. Don't say: Whenever you're free. Instead say: My schedule gets booked u…

I've used MEDDPICC on an estimated 600+ deals Just made a 23 minute video explaining: - My full MEDDPICC flow - How I use it as a map to close deals - Questions I use on Discovery calls - How I Project Manage deals over the line Spent aaages (again) building a pretty workflow diagram! Updated: here's the video:…

After 5 years in Sales, I've condensed it all into one doc. Most reps lose deals in Discovery. This will stop that ! You can always trace a lost deal back to the first Disco. I learned that the hard way 🫠 After finishing my first year on 76%, I went back through every deal I'd lost. Hardly any of them died…

I've run 600+ opportunities in my career The biggest mistake I see Salespeople make: Being sh*t at multithreading Earlier I made a 20 minute video explaining: - How to multithread before the first call - How to get on a first name basis with EBs - How to avoid 'can we get your boss on the call?' - How to alway…