Deep Dive into Sales / Discovery Call Workshop

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Chat

Kavya Sharma 5:02 PM

sorry i’m stuck in traffic i’ll turn my video on as soon as i can!

💙 2

Tite Divava 5:05 PM

SaaS

💙

Yuvrinder Sidhu 5:05 PM

New digital goods? Computer Hardware Technology?

Lucy Sun 5:07 PM

its how you get your product out there

Tite Divava 5:07 PM

generate revenue

Marvin Jake Espino 5:07 PM

To generate revenue

Camila Joseph 5:07 PM

Builds revenue

Justin Fan 5:07 PM

companies need money

Miguel Colin 5:08 PM

moneyyy

Emma de la Cruz 5:08 PM

Builds revenue and generates awareness

Timothy Jue 5:08 PM

Money

Abbi Kim 5:08 PM

it builds opportunity to talk directly to the customer to sell products!

Isaac Garcia-Velasquez 5:08 PM

Allows sharing of what goods consumers want from producers

Ben Brentnall 5:08 PM

Great way to build relationships and loyalty

Lauren Townsend 5:08 PM

revenue and potentially awareness

Yuvrinder Sidhu 5:08 PM

It’s how the company can keep generating cash flow to stay innovative and cover their expenses

Marcus Fong 5:08 PM

jsom with the paycom

Teresa Sung 5:08 PM

relationship building with clients/potential clients

Joshua Joshua 5:08 PM

awareness and recurring revenue

kayla pham 5:08 PM

to create a direct connection with customers!

Eunice Jia Yi Lim 5:08 PM

Sales can also possibly build relationships with customers?

Joseph Mukanda 5:08 PM

the world runs on selling and buying

roxanna navarro 5:08 PM

as much as a designer knows it products we need to make profit to improve it as well

Annette Chan 5:08 PM

Provide a solution to a problem

Teresa Sung 5:08 PM

understand what common problems customers are facing

Marvin Jake Espino 5:09 PM

This looks familiar hahaha

😂 4❗ 6

Jackie Wu 5:10 PM

MQL= marketing qualified leads
SQL= sales qualified leads

❤️ 6👍 2

5:10 PM

SDR= Sales development reps

❤️ 3

1 reply

Jackie Wu 5:11 PM

Often interchangeable with Business Development Reps

👍

Marcus Fong 5:14 PM

quotas

👍

Marvin Jake Espino 5:14 PM

First time hearing about them

👍

Emma de la Cruz 5:14 PM

Same

Dinara 5:14 PM

never heard

Timothy Jue 5:14 PM

Me as well

Lucy Sun 5:14 PM

same

Marcus Fong 5:14 PM

my friend does growth/sdr at ramp

💙 2

Camryn Gardner 5:14 PM

Yes it was traumatic

👀 2😃❗

1 reply

Migo Hizon 5:14 PM

first time

👍

David Chase 5:15 PM

Definitely a very very hard first job.

Sort of a cut your teeth role but one that you don’t do forever.

‼️

David Chase 5:16 PM

SDRs/BDRs = People who work to book meetings at the beginning.

Account Executive = Roles who close the deals

Customer Success / Account Manager = Folks who support existing deals.

❤️ 8🙌 2

Marcus Fong 5:17 PM

hazing

Marvin Jake Espino 5:17 PM

hazing

😂 2‼️ 2

Jackie Wu 5:17 PM

Hustle!

Marcus Fong 5:17 PM

that would mean sales is banned in california lmao

😂 2

1 reply

Marvin Jake Espino 5:17 PM

Is it sort of the dirty beginning work?

3 replies

Jackie Wu 5:18 PM

It can be, but it’s a great place to learn and move up quickly

🙌

Marvin Jake Espino 5:18 PM

Does sales violate Sam’s Law now? 😭

Jackie Wu 5:18 PM

It’s also an amazing place to make friends/a network since you’re all hustling together

David Chase 5:18 PM

Yeah exactly. But there are real skills to be built and resilience to failure imo

🙌 2

Ben Brentnall 5:20 PM

know if its worth your time and effort

Emma de la Cruz 5:20 PM

To strategize a sales approach

Virginia Corbo 5:20 PM

so you don’t waste time

Lucy Sun 5:20 PM

so they can best tailor it to the customer

Annette Chan 5:20 PM

Bc time is money

🙌 2

Abbi Kim 5:20 PM

determine time/price trade off!

Yuvrinder Sidhu 5:21 PM

Gives you flexibility in negotiations, more information to work with, more ways to make a sale happen.

💯👆

David Chase 5:25 PM

nope

Emma de la Cruz 5:25 PM

I haven’t used it

Virginia Corbo 5:25 PM

Annette Chan 5:25 PM

nope

Isabelle Hu 5:25 PM

i havent

Joseph Mukanda 5:25 PM

nah

Dinara 5:25 PM

Timothy Jue 5:25 PM

Evan Braun 5:25 PM

I have not used it

Ben Brentnall 5:25 PM

never heard of it

Camryn Gardner 5:25 PM

Monica Isabel Reyes 5:25 PM

Isaac Garcia-Velasquez 5:25 PM

Have not heard of it

Lucy Sun 5:25 PM

have not

Marcus Fong 5:25 PM

havent used it but heard of it

Yuvrinder Sidhu 5:25 PM

Lauren Townsend 5:25 PM

i havent used it

Marvin Jake Espino 5:26 PM

Heard of it, never used it before though

Camila Joseph 5:26 PM

I know loom

Jackie Wu 5:26 PM

CRM- Customer relationship manager

1 reply

Marvin Jake Espino 5:26 PM

Like TikTok DM’s?

❗

Jackie Wu 5:27 PM

Could be anything from official like Salesforce to a simple spreadsheet

Ben Brentnall 5:27 PM

sure

Marvin Jake Espino 5:27 PM

Sure call me!

5:27 PM

(360)710-9706

😂 8

Ben Brentnall 5:28 PM

SCREENSHOT THAT

💀 7😭

Marvin Jake Espino 5:28 PM

Whos calling me???

😂 5

Marcus Fong 5:29 PM

cinema

😂 5

1 reply

Marvin Jake Espino 5:30 PM

PEAK

Dinara 5:30 PM

you kept mentioning their competitors

David Chase 5:30 PM

Marvin is the man - I would love to cold call you

🙌 2

Fatemeh (Fah-duh-may) 5:30 PM

👑🐐

Lucy Sun 5:30 PM

you frame it as a potential opportunity

❗

Ben Brentnall 5:30 PM

It was very brief

Teresa Sung 5:31 PM

identifed a customer problem

👍

Joshua Joshua 5:31 PM

you start with the needs of the customer to hook customers

👍

Emma de la Cruz 5:31 PM

Closed by creating the next meeting

🙌👏

Abbi Kim 5:31 PM

created an opportunity to talk later at a better time rather than trying to close the deal right there

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Vanessa Rodriguez 5:31 PM

you didn't give up

Marcus Fong 5:31 PM

i like that you provided a service before the service (doing them a favor by “including them in the talks”)

Emma de la Cruz 5:34 PM

To understand if it’s a viable opportunity or not

Camryn Gardner 5:34 PM

Qualifier

jackson somerhalder 5:34 PM

Qualify the lead

Eunice Jia Yi Lim 5:34 PM

Qualify in and out?

Marcus Fong 5:38 PM

def relevant, especially the bullet point under #1. at the end of the day, they need to feel respected w their time (that includes having a planned out agenda)

❗ 2👏

Jackie Wu 5:39 PM

Also when you’re getting a job, your product is yourself 😬

💯 2🥲 2🙌❗

3 replies

Marcus Fong 5:39 PM

in interviews, market yourself as the solution

🙌

Abbi Kim 5:40 PM

cold calls are really similar too!

💙

David Chase 5:40 PM

Sales project!

➕

Ben Brentnall 5:41 PM

Would asking what their ideal solution is be a viable question?

🙌

1 reply

David Chase 5:42 PM

Going back to our product talk, my POV is that users don’t know solutions, they know problems.

👍❤️ 4🦎

Lauren Townsend 5:44 PM

yes!

Ben Brentnall 5:45 PM

he lives in a van down by the river

Fatemeh (Fah-duh-may) 5:47 PM

setting the whole thing on fire is CRAZY HAHAHAH

‼️ 3😂 2

Abbi Kim 5:47 PM

i'm sold 😂

😂 2

Marvin Jake Espino 5:47 PM

Dang it I thought he was gonna close the deal 😭

😂 3

Ben Brentnall 5:47 PM

I'll unfortunately have to leave for another meeting. Thank you for your time Kate, it was super helpful!

David Chase 5:47 PM

Build Rapport & Set Upfront Contract
Quick Rapport Building
Share Purpose of the Call
Get Buy-In
Do Discovery on Goals/Gaps/Gains
Pain points mapped to product offerings
Open-ended Questions + Dig Deeper
Tell me more about that / What does that look like?
Close-ended Questions
Do you have a Payroll System?
Establish BANT: Budget, Authority, Need, Timeline
Recap
What I’m hearing

Jackie Wu 5:47 PM

If you don’t get a breakout room invite you’re staying here with David!

Annette Chan 6:01 PM

Good sales is simply a conversation

Lauren Townsend 6:01 PM

Thank you!

Teresa Sung 6:01 PM

thank you so much kate! will look at salespeople differently now!

Amelia Chase 6:01 PM

Thank you!!

kayla pham 6:01 PM

thank you!

Kavya Sharma 6:01 PM

Thank you Kate!

Timothy Jue 6:01 PM

Thank you!

Joseph Mukanda 6:01 PM

Thank you Kateee!

Dinara 6:01 PM

thank you!!

Monica Isabel Reyes 6:01 PM

Thank you!

Yuvrinder Sidhu 6:01 PM

Thank you!!!

Eunice Jia Yi Lim 6:01 PM

Thank you Kate!

Nick Miley 6:01 PM

Thanks Kate

FarrahSophia Tran 6:01 PM

Thank you!!

Joshua Joshua 6:01 PM

thank you Kate!! very simplified!

Abbi Kim 6:01 PM

thank you!!! great presentation, will send you all the tiktoks

Emma de la Cruz 6:01 PM

Thank you Kate!

Annette Chan 6:01 PM

Thank you Kate!

Isaac Garcia-Velasquez 6:01 PM

Thank you Kate! (And Jackie and David)

Nikita Sharma 6:01 PM

Thank you Kate!!

Jackie Wu 6:02 PM

Week 4 Fireside chats are open! https://airtable.com/appI7IvbTA6atfWA2/shrndh4H7BbHXvxkv

👍 2❤️

Migo Hizon 6:02 PM

Thank you!

Jackie Wu 6:02 PM

Also you can jump off if you need to since we’re over time :)

👍

Marvin Jake Espino 6:02 PM

Thank you Kate for your time and presentation today! 🙌

Camryn Gardner 6:03 PM

I am trying to go to Greece…

💯 4💙

Monica Isabel Reyes 6:03 PM

Gave me good perspective about sales as an engineer!

Kate Nicholson 6:03 PM

Solution engineer^ Monica great job

Yuvrinder Sidhu 6:04 PM

That was a good question!