Hey, I'm Bob London, customer discovery and listening expert. And I have a message for you from your customers:
You're not listening!
That's the message from B2B customers who rate discovery and listening as two of the top three attributes that influence their buying decisions. But those same customers rate B2B vendors as far below par on both discovery and listening.
Closing that vendor-customer gap is the key to getting customers to stay longer and spend more. And that's exactly why I created this course.
Radically Authentic Discovery - or RAD - is a proprietary framework I developed based on my 2,700+ discovery conversations that features:
16 disruptive questions to get customers to open up and share precious insights
deep listening techniques to help you uncover what's most important to THEM
tips, templates and hacks to get customers engaged
RAD is proven to help B2B customer success managers, account managers and sales professionals drive customer and prospect engagement, insights and revenue like never before.
You'll receive:
12 Video Lessons
All the tools, tips and hacks you need
Templates to help you position RAD conversations with your customers
Answers to FAQs
A handy, downloadable RAD Toolkit that serves as a quick reference guide you can use every day.
PLUS: A lesson on how to create your Personal RAD Outreach Plan so you can put your new knowledge into action on prospect and customer calls starting today!
Let's go!
The session with Bob London was exactly what we CSM's needed - I have been asking for resources to help spark discovery sessions since I started, this was incredibly helpful, thank you!! This would be a great talk for Tech Talk, would be a nice alignment with the whole account team (RSM's, SE's, CSM's, etc.)
Senior CSM
I asked a client one of Bob's RAD questions during a contractual conversation - "what do you think is the biggest priority or challenge your board is facing?" This led to a really great goals conversation which helped me uncover a new customer outcome. It is her number one challenge and something her boss is looking to her to solve.
Account Manager
Just asked a Bob London question in a monthly client call...it worked wonders! Asked the magic wand one...from their answers, I was able to get 2 great customer Outcomes and success goals
CSM
When I asked my prospect one of the "Bob London" questions, the ensuing conversation revealed an issue I was then able to address. As a result they were comfortable enough signing a three-year contract instead of the one-year contract we were originally discussing.
Salesperson
After one of our team members asked their customer one of Bob's disruptive questions, we uncovered a major issue we weren't aware of. We now have a chance to save a major customer.
CS Director