The spirit of the Closer Interview Series is to help MSPs run a fantastic sales process with each qualified lead they encounter.
Here we kickoff the series with an interview of David Torres, Sales Manager for HubSpot.
He started as a Business Development Representative, got promoted to Account Executive and then became a Sales Manager for HubSpot's Latin America division.
A total of nine tips came from the interview and each are time-stamped below.
The next interview will come next week, with Alex Farling from Lifecycle Insights.
1:16 Who's David Torres?
4:56 What is HubSpot?
8:28 Tip #1 | Understanding the constraints of the prospect's business is critical
14:40 Tip #2 | Discovery should be about uncovering pains, not goals
17:49 Tip #3 | Use industry-specific prompts for the prospect to open up
23:00 Tip #4 | Focus on prospects you can really help and who want to change
28:45 Tip #5 | Budget during discovery is crucial
31:28 Tip #6 | Opportunity creation is crucial
34:05 Tip #7 | Demonstrating value is made possible by learning what the prospect cares about
35:58 Tip #8 | Understand which prospects to spend time on
39:03 Tip #9 | Marketing needs to nurture the database