Sales conversations come with pressure. When that pressure hits, we tend to default to old habits — not the new skills we're trying to develop.
But learning a new skill takes time, repetition, and (yes) sleep. And it’s a whole lot easier in low-stakes situations.
Think about how we learn anything ...
In this video learn how to upload a transcript of your meeting to your favorite AI and have it generate:
- A meeting notes document to a template that details problems, impacts, MEDDICC and next steps.
- A recap email for your buyer. Bonus: Pull direct quotes from your customer stating the impacts t...
Discovery calls need to focus on two main outcomes:
- Determine if the buyer has problems you can potentially solve.
- Understand the impacts or consequences of these problems being solved or not solved.
It's crucial that both you and the buyer understand these issues clearly. This requires the b...
Darren Mitchell had me on his podcast — The Exceptional Sales Leader — last week to talk about discovery.
Darren and I share a very similar view of selling as well as the profession of consulting, though from opposite sides of the world (Darren's in Melbourne, I'm in Massachusetts).
This conversat...
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