I'd like to continue developing this skill and would appreciate any recommendations from y'all. I'm currently reading "Never Split the Difference" by Chris Voss and it's insightful but I need something a bit more practical.
Thanks ?
@Diana De Jesus Great question and I think you can easily find plenty of books about Sales or CS professional development. The approach I like to take here is to read books about personal growth as this tends to lead towards a better understanding of people and yourself which then enables you to have more authentic conversations.
I like "The Four Agreements", "Daring Greatly" and "The 5 Second Rule" -- They all bring different values to you as a person and I think you will end up being better at connecting with people which is what discovery is really all about.
A sales class is also a good place to start. Discovery is where business is won.
one thing CSMs and sales does not do as much as they should is auto-discovery. Gather publicly available information. It’s what sealed the deal with my interview at RingCentral. I used Uber’s 2020 goals of expanding into global markets as a business need that we could impact
Love this question @Diana De Jesus - this has become critical to CSMs. These were a couple of examples I thought about:
Go read public filings.Go listen to speeches from their executives.Go read their case studies.Go research their 5 biggest customers.
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