Becc Holland

Head of Sales Development

Flip the Script

CEO & Founder

lempire

Advisor

RightBound

Advisory Board

Groundswell

Advisory Board Member

UserGems 💎

REGIE.io

Vendition

Sales Hacker, Inc.

Director of Sales Leadership & Sales Prospecting Channels

Revenue Collective

Member

AA-ISP

Chapter Officer - Silicon Valley

A homegrown Texan who innately believes that hiring the right people, is just as important as developing them.

flipthescript.co

Hey y’all…. Here’s a quick “silver bullet” on diagnostic selling. :) :)


It’s got:

- How to define & diagnose a buyer’s problems, during DISCO.


- The 3 metrics, your buyer is trying to achieve:
Lagging, leaning, & leading indicators.

- The 3 problems, they’re trying to solve:
Business problems, tactical problems, & root causes.


- The 12 Types of Problems…. That shift based on outcome.


PLUS


The difference between: Pain v. Problem v. Impact.

The 3 types of impact: Persona, Horizontal, & Vertical. 



…..And examples for each one of them.
Here's some pics - But higher-res at the schmaleenk, in the comments.


See????
Who says that I can’t be brief? 🙂🫠

Yea…. so, I’m going to see Taylor Swift. 

What does that have to do with B2B Sales?


Well, nothing really. 


Other than, feel free to never listen to anything I have to say about sales…. 

…or anything in general really, starting at Saturday @7p CET. 


It’s been a great ride y’all - A great ride.  

#noregrets

Hey y’all. Headed to Belgium, on 16/5 next week… to speak at my 1st European conference. 🙂


Be joined by my good friend Dr. Howard Dover, & my talk will be on:

So…. what EXACTLY should you “discover” on DISCO calls???



So, come out & join us, if you’re free. 
I promise the party, will be worth the trip. :)


And of course, to the lovely We Are Sales & Maarten Seldeslachts…. 

Thank you for having me - And for giving me my first trip to Belgium.  

I hear the waffles are in bloom & just lovely this time of year. 🫠

LAST Diagnostic Selling asset live on Thurs.: But, in the meantime….. Anyone know who this guy is?? 🙂

Saw him on Saturday - When I was walking back to my place, at a cafe just around the corner…


& when I saw him… It legitimately stopped me so suddenly, that I about dropped my coffee. 

LOVE him. 🫠

An object in motion, stays in motion.
And an object at rest, stays at rest.

Unless enacted upon… By an outside force. 


Which means 2 things:

#1 If you’re going outbound, your prospect is at rest.

Which means BASED ON WHAT THEY KNOW: 

The pain isn’t bad enough…
Or the impact isn’t severe enough…

For them to actually do something about it.


So if you’re going outbound & talking about pain:

Ex. We work with leaders who struggle with ______

EVEN if they admit to that pain…
OR EVEN IF they give you the details of that pain….

It’s extremely likely:
That the PAIN isn’t bad enough, from them actually mobilize to solve it. 

Industry average conversion for Inbound: ~35%
Industry average conversion for Outbound: ~6%


So for OUTBOUND: The “pain” (negative experience) HASN’T become a “problem” (something they mobilize to solve) yet..…

***BASED ON WHAT THEY KNOW***


So how you can “enact upon the object, by an outside force”-

Is to diagnose something, that the buyer DIDN’T KNOW…

Where they weren't willing to solve for it, based on what they DID KNOW…
But they ARE willing to solve for it, based on what they KNOW NOW…


Because you diagnosed something new.


#2 A prospect who has said that: The problem is "worth solving" & has agreed to "move forward"…. Is in motion.

And that buyer, will STAY in motion...

UNLESS enacted upon, by an outside force.

An outside force like: Internal stakeholders who aren’t bought in.
An outside force like: They lose confidence, that your product will work.
An outside force like: The impact to them raises … Amount of credibility they'll lose raises.... Or the amount of people watching raises…

If they get it wrong.
And their decision to buy your product, DOESN’T solve the problem.



I would go on….
But not enough characters…. 🥺☹️

But to anyone who's interested in the rest: It's covered in my LAST asset of “Diagnostic Selling”....
 
The 12 Buckets of Current-Event & Future-Event Triggers. 

It's got:

- The 3 Types of Triggers

   1. Triggers you CAN’T affect.
   2. Triggers that ARE at your expense.
   3. Triggers you CAN affect & AREN’T at your expense.

- The 12 Buckets of Triggers. (for current-event AND future-event triggers)
- What you can do, and HOW you can affect them.

10 pics here…
But the full high-res asset, in the schmaaaaleeenk in the comments.


Love y’all.

Taplio

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