The Danger of Assumptions on a Discovery Call

The Danger of Assumptions on a Discovery Call

Based on my observations, I’ve uncovered a dangerous move by Account Executives when running discovery. The problem stems from assumptions. AEs, there are two assumptions I see all too often on discovery calls. a) You assume you know what the prospect is looking for...
Here’s to Curiosity

Here’s to Curiosity

When I first started in sales, I remember being surprised at how passionate I was about having the chance to grow revenue for a business. I was excited about having the chance to close deals and make a real impact. I was so excited, in fact, that I didn’t really...
The 10-Step Discovery Call Framework

The 10-Step Discovery Call Framework

As a one-on-one sales coach for tech companies, I have the opportunity to observe how salespeople actually conduct sales calls (not how they say they conduct sales calls — there’s often a big difference). Based on my observations, I’ve developed a very simple...

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