Leveraging what you’ve discovered to advance the sales cycle 
Part three of a three part series on discovery
Do you know how to navigate through a long discovery meeting? Do you know how to end a discovery meeting? In this final part of a three part series on discovery Mike and Joe tell you how to structure [...]

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Asking the Right Questions
Part two of a three part series on Discovery
Do you know what is the most important information a salesperson needs to know about a prospect or client? Do you know how to get that information? In part two of this three part series on discovery Mike and Joe talk about what information [...]

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Keeping the door open!
Part one of a three part series on Discovery
You got your first meeting with the prospect. Now what are you going to do? Most sales professionals will tell you about the value of doing discovery but how many of us actually do it effectively? How many times have you or a sales [...]

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