This is the second episode as a part of our ongoing series that delves further into the nonprofit sales process. Today we’re joined by Charlie Lewis, Strategic Accounts Director at Virtuous, who is here to talk about what makes for great discovery and how that helps find and close more qualified leads.
In this episode we cover:
Continuous discovery throughout the sales process (2:12)
Doing your research upfront (9:17)
What role BDRs play in discovery (18:58)
How to ask about budget (24:47)
Inbound vs. outbound discovery (27:20)
How to get to a “no” quickly (46:02)
If you’re interested in learning more about Virtuous, you can visit virtuous.org, or connect with Charlie on LinkedIn.
If your sales people need more help in their discovery process, or you want to evaluate if your team is executing a proper discovery, you can reach out to us at constantmethod.com or connect with Mark and Kevin on LinkedIn.
To help any company selling to nonprofits, here is a link to a free nonprofit discovery resource to download.