Tag Archive for: discovery

Boost Your Win Rate by Reducing the Friction in Your Sales Process. Here’s How.

In 2008, Eleven Madison Park was one of the most celebrated fine…

Your Discovery Script is Hurting Your Deals. Here’s Why.

The Discovery Problem Many of the sales leaders I work with…

Want Customers to Take Action? Stop Asking.

Salespeople spend a lot of time asking customers to do things. "Can…

The Lost Art of Rapport: Why Sellers Struggle And How to Fix It

Many sales leaders I speak to these days, regardless of industry,…

5 Problem-Centric Discovery Questions (That Will Stop Customers in Their Tracks)

When it comes to sales discovery, reps are often trained to ask…

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

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

6 Lessons Learned from Pandemic Selling

Adversity is fertile ground for learning. And if learning…

3 Powerful Ways to Lead Your Customer Through the Buying Process

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

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

Nestled inside the Paris hotel on the Las Vegas strip stood Le…

The Surprising Science Behind Ordering Your Discovery Questions

Salespeople 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

Have you ever walked into a retail store and been immediately…