In this Women in Sales Leadership interview, you'll hear tips and strategies for running an effective sales discovery call, but first I asked Tonni about how she got into sales and what she loves about the profession.
Then we discussed:
How Tonni has prepared her sales team to run effective discovery calls.
How you earn trust and credibility quickly in the call to allow for effective discovery.
Tips for sellers who struggle to keep a prospect engaged throughout the discovery conversation.
Traits that women have that make them effective at discovery during sales meetings.
Tips for keeping discovery going throughout the sales process.
What comes first? Demo or discovery call?
Tonni's advice for women would are thinking about how to move into a leadership role.
Enjoy the interview!
Tonni Bennett is the Vice President of Sales at Terminus, a leader in account-based marketing software. She has scaled the sales team to 29 members over the past 2 years. (Terminus was ranked #2 at the Atlanta Business Chronicle's Pacesetter Awards as a top 5 fastest growing company in Atlanta.) Before Terminus she was a top producing sales professional at Pardot, PeopleMatter and SalesLoft.