Should You Ever Skip Discovery in a Sales Process?
Have you ever had a prospect who asked you to just jump straight to the…
Advanced Remote Environment Tips – with Richard White
EPISODE SUMMARY In this episode of SaaS-Story in the Making, B2B SaaS Sales Coach and…
The 3 Worst Discovery Questions
If you want to sell a lot of software, you have to have an amazing…
Be a Helper Person
Selling without being pushy or obnoxious may be unchartered territory for some – especially startup…
A Discovery Question That Gets Sales
When you’re in discovery, your goal is to get to know your prospect’s pain and…
What is BANT and Why Is It Outdated
BANT is an old-fashioned, old-school sales discovery technique that must go and if you’re still…
Should Discovery be its own call?
Many software founders ask me if they should do discovery with the demo together, or…
No More Mr. Nice Guy
What would you do if you realized a prospect was doing things the wrong way?…