Discovery

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Why Meeting Solution Requirements is a Bad Sign

This week we are looking at why simply meeting your customer's requirements usually leads to losing. The situation: Sellers become...

October 14, 2022

Trap Setting in Discovery Calls

Let's talk about trap-setting. Effective trap-setting increases your win rate by disqualifying your competition. This is done by influencing your...

August 10, 2022

Why You Should Proactively Address Risk in Sales

My rule as a leader is that I’ll never be upset with a bad outcome as long as two things...

July 27, 2022