Recently, I've been moonlighting as a coach at the PreSales Academy. We don't just practice technical demos; we dive deep into role-playing the technical discovery process. For newbies in technical presales, this might be the only discovery they know. For the seasoned sales execs and customer success managers out there, the commercial discovery is already familiar and second nature. Unfortunately, It's a whole different ball game than technical discovery.
For the sales executive it's all about qualifying the opportunity and gathering the essential MEDDIC info to evaluate it. Customer success managers, on the flip side, use discovery to gauge solution adoption, potential upsells, and the ever-changing dynamics within the organization. This is a far cry from your standard technical discovery.
So, let's zero in on the heart of technical discovery. Its sole mission? To pinpoint exactly what the customer needs to see in your solution to secure that technical win. For those in the know, MEDDIC's key here is identifying the decision criteria. And remember, technical discovery doesn't stop, even after the sale's in the bag. So your first technical discovery discussion sets the tone and tenor going forward.
But let's not get ahead of ourselves. Consider this your crash course in nailing that first attempt at technical discovery. You've got your initial sales discovery and deal qualification down. You're aware of the organizational objectives and the pain points driving the need for a tech solution. Now, it's time to dive headfirst into that murky sea of ambiguity and figure out what the customer's really thinking in terms of a tech solution.
Here are a few pro tips to make the most out of that initial technical discovery – for you, your customer, and your sales executive:
Know Your Customer: Technical discovery isn't just about the tech; it's also about understanding the business side of things. Make sure you're armed with all the previous discovery notes. If they're missing, demand them. Start with more commercial questions to set the stage for the technical deep dive.
Create a Path: Sketch out a roadmap of potential questions and technical requirements. Share this outline with your customer. You're the expert – you know what's usually needed. Guide the conversation through logical questions to gather as much clarity and information as possible.
Dig Deep for Detail: This is critical. Your main goal is to find out precisely what the customer needs to see and experience. Don't just scratch the surface; dive deeper. Understand their current situation and what they're looking for in a solution. This way, your demo will hit the bullseye, showcasing exactly what resonates with them.
Own the Conversation: Don't be shy. You're not being pushy; you're taking charge of the conversation. The customer is giving you their time because they expect you to understand their needs. Don't hold back – make the most of this opportunity.
Follow these guidelines, and watch your technical discovery sessions transform. Your customers will value your technical acumen, and your sales executive will be impressed by the depth of information you uncover right from the start.
MEDDIC offers a structured approach to identifying and addressing technical and business pain points. Understanding the difference and connecting these pains empowers presales professionals to offer compelling solutions and drive successful sales engagements.
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