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:
Live Better. Sell Better. is sponsored by our proud partner:
Vidyard | vidyard.com
Chili Piper | chilipiper.com
Rocket Reach | rocketreach.co
Orum | orum.com
Clari | clari.com
Grow to 10M Using Unorthodox Methods with Nadja Komnenic
Be a Doer: Take Action and Get Results with Scott Ingram
Onboarding Makes or Breaks a Global Team with Meagan Suckling
Cold Calling Is Not Dead with Kevin Hopp
The Psychology of Closing with Mark Kosoglow
Imposter Syndrome is a Wakeup Call to True Purpose with Alli Rizacos
Invest in Human-Centric Skills for Better Selling with Andy Paul
Land the job you want then earn the promotion you deserve with Charlie Locke
Million Dollar Income 'operating system' with Brandon Fluharty
The non traditional path to career success with Austin Belcak
Acting the Part with Sarah Brazier
Recurring Impact = Recurring Revenue = Sales Success with Jacco van der Kooji
Say what sales with James Buckley
Vulnerability is your secret strength with Kristen Twinning
FIRE Email Formula with Kristina Finseth
Prospecting Greatness with Jason Bay
How to fail your way to success with Dale Zwizinski
Living that SDR Life with Charolette Johnson
Rising the Ranks with Dan Wardel
A candid conversation with Collin Cadmus
Create your
podcast in
minutes
It is Free
The Commercial Edge: Unleash the Power of People
The emPOWERed Half Hour
Right About Now with Ryan Alford
The Marketing Secrets Show
The Influence Factor by The Influencer Marketing Factory
The Agile Brand™ with Greg Kihlstrom
Better Advertising with BTR Media