Tag Archive for: discovery

6 Critical Sales Skills I Learned from Being a Research Scientist

In my wildest dreams, I never imagined I'd end up in sales. You…

Your Sales Narrative For Times of Uncertainty

Despite dealing with economic and geopolitical curveballs for…

The Secret to Selling More? Just Be Human

Have you ever been completely put off by the rep on the other…

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…

6 Lessons Learned from Pandemic Selling

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Adversity is fertile ground for learning. And if learning…

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…

Stop Selling and Start Telling: The Power of Prescription

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One of the biggest misconceptions sellers have is that customers…

Sell More by Losing Faster

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In my last two VP of Sales roles, I found a surprising trend. There…

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…

Salespeople: Don’t Confuse Value with ROI

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Nestled inside the Paris hotel on the Las Vegas strip is Le Burger…

The Surprising Science Behind Ordering Your Discovery Questions

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

Three Reasons Your Outbound Strategy is Failing

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Building an outbound sales strategy is a lot like painting a…

The Hidden Force Accidentally Driving Your Prospects Away

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You're walking around the mall when something you remembered…

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…

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…