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
Understand the WHY and Unsell Early with Kevin "KD" Dorsey
Be Proactive: Find Companies That Are The Best Fit with Kyle Norton
Ask a Status Alignment Question, Its Impact, and Why with Kevin "KD" Dorsey
The Bucket Question Gets to the Problem FAST with Kevin "KD" Dorsey
Deals are Won Through Problem-Based Discovery with Kevin "KD" Dorsey
Find Your FIRE and Be Unstoppable with Gail Kasper
The Pros and Cons of Moving Up to Management with Daisy Chung
The Sizzle Without the Steak: Determine Willingness to Change on a Cold Call with Belal Batrawy
Trade Your Cleverness for Bewilderment with Belal Batrawy
Sell to the In-Group: How to Make the Prospect the Hero of Your Story with Belal Batrawy
The Mic Drop Method to Frame an Inverse Outgroup with Belal Batrawy
How to Build Evangelists for Your Brand with Leslie Greenwood
Lead and Make Decisions Through Tough Times with Kevin "KG" Gaither
Prospect Theory and Emotional Messaging with Belal Batrawy
Rewire Your Brain to Thrive with Alli Rizacos
Listen with Intention to Motivate Your Team with Jill Bruno
Live Better Sell Better November Highlights
Change the Social Paradigm as a Seller with Belal Batrawy
Mastering the Inner Game with Anthony Natoli
Avoid No Decision By Understanding the Buyer with Belal Batrawy
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