This ensures you’re making the most out of the time allotted for the discovery call. Share relevant materials to inform them about you and your solution prior to the call so they know who they’re talking to.If you’re using Mixmax, you can pre-program this step into your sales prospecting sequence. Send out an automated email reminder 24 hours in advance to make sure they’re still attending.Share the proposed agenda with your prospect in advance and double-check that it’s included in the meeting invite.They should be designed to gather the information you need to decide if they’re a good fit and establish the next steps. Prepare a list of sales discovery questions that match their stage in the buyer journey.However, a skilled sales rep should still be able to unravel and discover the prospect's goals and issues by asking the right questions.” Do’s Once you’ve gathered and organized all the essential information on your prospect, outline what you want to accomplish and get out of the call.Īs stated by Ian Sells, CEO & Founder at RebateKey, “One of the biggest challenges in a discovery call is a prospect who doesn't know what they want. Step 2: Plan the call and set expectations Only rely on the information provided by your CRM-you need to dig deeper into your prospect’s line of business and potential challenges, using some of the prospecting tools mentioned below.Share your research with relevant internal parties joining the call (PM, VP, etc.).Look for specific company priorities or initiatives that you can tie into your value proposition.If you’re an AE and the SDR qualified the prospect, you still need to do your own pre-call research to understand their unique challenges and how your solution can help.Devise a pre-call checklist to ensure you’re organized and hit all your key points.Scratchpad counts among its investors Superhuman founder Rahul Vohra, Eventjoy founder Todd Goldberg, and Sound Ventures, the VC firm co-founded by Ashton Kutche r, as well as other backers.You also need to dig up specific information on your prospect’s goals, so you can figure out how you can help and tailor your offering and demo accordingly.
The company last raised a $3 million seed round led by Accel. “I think the thing I remembered the most about the initial call was that the retention numbers were incredible,” Loughlin said.Īlong with the new funding, Craft Ventures founder David Sacks, who is also the founding COO of PayPal and co-founder of Yammer, will join Scratchpad’s board of directors. That focus evidently paid off, according to Accel partner Steve Loughlin. When Scratchpad was first rolling out its product, retention was the focus, Salehi said, because when account executives find a sales tool that works, they tend to stick with it. Scratchpad currently has a team of 11 people and will likely double or triple its headcount by the end of the year, Salehi said. The company has thousands of weekly active users across hundreds of companies, according to Salehi, and the new funding will be used to make the product better and faster. “Our view is that there’s an entire workspace layer that lives on top of the database, which is Salesforce, which can be really meaningful,” Salehi said. It connects to Salesforce 1 and provides an interface where sales professionals can keep all their notes, process workflows, spreadsheets and tasks. Scratchpad can be installed as a Google Chrome plugin or as a web application. Part of the problem is the disjointed way account executives tend to work, with their collaboration workspace consisting of Google docs, notes, spreadsheets, calendars and other tabs all separate from their customer relationship management system. We sat down with a handful of sales teams and shadowed individual account executives.” “But a lot of folks, even us for years, overlooked the (account executive) experience. “It’s a space we know well, it’s a problem we know well,” Salehi said. The pair most recently co-founded PersistIQ, a startup focused on outbound sales. Ĭo-founders Pouyan Salehi and Cyrus Karbassiyoon started the company after they previously built products for the sales space.
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Scratchpad, a startup building a more intuitive workspace for sales teams, raised $13 million in a Series A round led by Craft Ventures.
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