Discovery

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How to Handle “Let Me Talk Internally and Get Back To You”
A pragmatic guide for sales professionals who hate playing the follow-up game...
How to Handle the “I Want to Try It Myself” Objection in PLG Sales
A practical guide for handling trial requests in product-led growth companies...
Why You Should Give Prospects a Demo When They Ask (Even If It’s “Too Early”)
Are your prospects asking to skip discovery and jump straight to demos? Here's why you should say yes - and...
The Modern Way to Handle “Just Tell Me the Price” – A Guide for Enterprise Sales
Have you noticed buyers becoming more resistant to drawn-out sales processes? You're not alone. Today's buyers are more skeptical, have...
Turn Cold Call “Failures” Into Gold: The Secret to Landing Executive Meetings
Have you noticed that most reps measure cold calls by meetings booked? After reviewing thousands of cold calls, I've discovered...
The Most Common (and costly) Discovery Mistake
The most common mistake I see in discovery is mistaking a negative current state for a negative consequence. Today, I'll...
How to Find the Goal After State in Discovery
If your Buyers imagine a basic solution is the best fit, you’ll end up competing on price with your most...
The Most Common (and costly) Discovery Mistake
The most common mistake I see in discovery is mistaking a negative current state for a negative consequence. Today, I'll...
How to Uncover the Real “Current State” (and its blockers) During Discovery
In this post, you'll learn how to discover the true Current State of your prospect and their business - and...
How to Start Meaningful Discovery in Less than Five Minutes
I’ve spent several hours working with our enablement, marketing, and operations teams to create a “First Meeting Deck” to drive...
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