Discovery

A pragmatic guide for sales professionals who hate playing the follow-up game...
A practical guide for handling trial requests in product-led growth companies...
Are your prospects asking to skip discovery and jump straight to demos? Here's why you should say yes - and...
Have you noticed buyers becoming more resistant to drawn-out sales processes? You're not alone. Today's buyers are more skeptical, have...
Have you noticed that most reps measure cold calls by meetings booked? After reviewing thousands of cold calls, I've discovered...
The most common mistake I see in discovery is mistaking a negative current state for a negative consequence. Today, I'll...
If your Buyers imagine a basic solution is the best fit, you’ll end up competing on price with your most...
The most common mistake I see in discovery is mistaking a negative current state for a negative consequence. Today, I'll...
In this post, you'll learn how to discover the true Current State of your prospect and their business - and...
I’ve spent several hours working with our enablement, marketing, and operations teams to create a “First Meeting Deck” to drive...