33. Executing Great Discovery w/ Brian Walsh

Deals are won or lost in discovery.   The more your sales
teams can carry out discovery in a way that builds prospect
interest and opens doors to high-level business stakeholders, the
more they’ll be able to hit their numbers repeatedly.   In
this episode, Brian Walsh shares personal experiences and tips on
the art of great discovery and how your sales teams can earn the
right to ask the hard questions and move opportunities forward.
He’ll cover:   - The three things your sales teams should have
prepared before every sales discovery conversation   - Why
preparing prospects before a call is critical to landing the ask,
plus insights on how to do it   - Tips for expanding sales
conversations in a way that opens up the opportunity to get in
front of other stakeholders in the business    Check out
this and other episodes of The Audible-Ready Podcast at Apple
Podcasts, Spotify, or our website.   Here are some additional
resources on executing great discovery:    - Play Back
What You Heard in Discovery Podcast https://apple.co/2E4HFQD -
Maximize the Effectiveness of Proof Points Podcast
https://apple.co/3iEMrTa - Our Most Popular Content on Executing
Effective Discovery https://bit.ly/2HYgKHI