I have recently graduated from the HubSpot Academy Discovery Call Bootcamp, and I must confess that it has been one of the best decisions in my sales career. The bootcamp is a 6 week long, virtual bootcamp with weekly video sessions with awesome Instructors Adam Stahl, Tracy Graziani, Oscar Quiroga and Omi Diaz-Cooper.
Every week, the instructors bring us insights on new topics, diving into how to sell more efficiently, manage expectations, leverage sales techniques and technology to close sales and engage prospects to increase close ratio and gain new business.
The bootcamp was very organized, hands-on and effective. We received workbooks with tasks/homework to complete for each week so that we could continue our learnings and apply what we have learned.
The Discovery Call bootcamp is unique in that each week, we do a role-play with other bootcamp attendees. These role plays were a safe space to practice sales techniques without judgement and hone in on the skills that we have learned and were an integral part of the learning process.
My Main learnings and takeaways from the Discovery Call Bootcamp were:
- The purpose of the discovery call. It’s about the Prospect, not about you! It’s important to engage the prospect professionally, dig into their pain, find the gap, work through the 3 sales sale and then get them excited about moving forward with your company.
- Ask questions to understand their needs and their pain point. Get an understanding of where they are now and where they want to go
- How to create and use your sales story
- Selling value on the discovery call through anchoring and the ‘give & get’ strategy
If you’re just starting out in sales or if you are looking to grow your career in sales, I would recommend that you enroll in the HubSpot Discovery Call Bootcamp. It’s free! You’ll learn from the best and get to meet and practice sales scripts with people from across the world. Note that you will have to register for the bootcamp, registrations opens every quarter. If registrations are close, just check back again for when they are open.