The Goal of Discovery Is to Make Prospects Think with Charles Muhlbauer

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. Discovery is the foundation of everything in the sales process and Charles shares his insights on the differences between qualifying questions and discovery questions. He provides examples that show how qualifying is all about finding a fit to talk more while discovery questions make the prospect think.

HIGHLIGHT QUOTES

Make comp plans simple and data accessible - Charles: "Discovery gives you the AE a chance to give the prospect the ability to think. That's why discovery is everything you're allowing the prospect to think about how they're doing things today. To think about an insight that you found that might surprise them."

 

You can find out more about Charles in the links below:

• LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/
• Website: https://www.cbinsights.com/

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