Your Sales Narrative For Times of Uncertainty

Despite dealing with economic and geopolitical curveballs for…

How to Create a Sense of Urgency in the Mind of Your Customer

Having a good ROI is not enough to win your customer's business! One…

The Best Open-Ended Discovery Question

When it comes to running high-impact sales discovery, one of…

Don’t Fall Into These 3 Discovery Question Traps!

Good salespeople know that the quality of your discovery motion…

How to Get Customers to Answer Your Toughest Discovery Questions

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"How much money do you make?" "What's your home phone number?" "How…

3 Powerful Ways to Lead Your Customer Through the Buying Process

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In part one of this post, I shared research on how modern sales…

Buyers Like Answering THESE Discovery Questions the Most (According to Science)

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Running high-impact sales discovery is hard.  Of course, going…

The Surprising Science Behind Ordering Your Discovery Questions

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Many sellers know that when it comes to running high-impact discovery,…

5 Tips for Mastering the Art of Listening in Sales

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Listening is arguably THE most important factor when it comes…

Missing Key Details in Your Discovery Calls? Try this simple exercise

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“I just had the best discovery call!”, shouted one of my…

Experience Asymmetry: the problem with calling high (and how to fix it)

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My very first sales role was as a sales engineer for a software…

Sell more by bridging the emotional gap between you and your customer

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Radiology is one of the loneliest disciplines in medicine. Most…

Supercharge Your Persuasive Power by Saying What Your Customer is Thinking

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“THAT'S the line? Are you kidding me?!?" This was my ongoing…

3 Declarations to Help You Develop the Ultimate Discovery Mindset

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In a recent post, I discussed how confirmation bias (AKA "happy…

The Silent Killer in Your Discovery Process and How to Stamp It Out

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You briefly met at your best friend’s holiday party. You agreed…

The Most Powerful Question in Sales (and 3 Ways to Use it)

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"What should I do?" As a sales leader, my reps would often…