Hosts Lorin Bristow and Rick Wimberly have been selling and marketing together for years, with lots of successes and tens of millions of dollars sold. They've learned that one of the most important things a sales team can do is get real good at discovery at a sales discovery process.
Studies show sales teams that focus on improving discovery are up to 200% more likely to hit quota. Face it, sales quotas don't go down; close rates are carefully scrutinized; and there's not a lot of tolerance from higher-ups when sales forecasts are missed.
In this episode, Lorin and Rick share a story about bad discovery, and one about good.
To help satisfy a for efficiency, "5 1/2 Minutes to Sale Superiority" provides concise episodes that can be easily consumed. Our experienced, successful selling and marketing hosts get to the point quickly and clearly. Play the episode during a sales meeting. Listen during a short break, in-between meetings or on a commute.