57 min listen
Discovery Deep Dive with Charles Muhlbauer
Discovery Deep Dive with Charles Muhlbauer
ratings:
Length:
47 minutes
Released:
Jan 11, 2021
Format:
Podcast episode
Description
Guest: Charles MuhlbauerLI: https://www.linkedin.com/in/charlesmuhlbauer/Topic: Discovery.Quick Intro: You know what they say, if you want to make money, then follow the money. I am a firm believer that in sales, the money isn’t in the follow-up, it’s in the discovery! That’s why I’m pumped to have Charles Muhlburger on the show today to talk all things discovery. He COMES from the money industry, doing big things at Morgan Stanely and then Enterprise selling to private equity. This guy gets how to generate serious revenue, but also gets discovery. So much so it’s damn near the only thing focuses on now as the Head Sales trainer at CB Insights. I’m excited to discover all he has to teach on discovery. Short and Sweet/Set the stage Why is discovery the foundation of EVERYTHING?!Core Questions1. "ANOT" in the upfront contract2. A formula for asking my first problem question3. Using Humbling Disclaimers to ask tough questions4. A solid way to transition to next steps during a first discovery call5. The "I'd rather be more accurate than optimistic" approach6. The power of recapping and how it helps me listen better7. Pointing out what is being inferred or left unsaid (or the negative assumption recap)8. Always telling them we don't have to work together or that we might not be the best fit to work together.9. Asking for permission to ask a very direct questionThe Tactical Tips: The Big 3. If they were to forget everything in this episode except 3 things. What would those 3 things be?
Released:
Jan 11, 2021
Format:
Podcast episode
Titles in the series (100)
Let's get Provocative with Belal Batrawy: Guest: Belal Batrawy LI: https://www.linkedin.com/in/belbatrawy/ Topic: No Fluff Sales Advice - Provocative Messaging. Quick Intro: Why Belal - Belal is an up and comer in the game, with already 7 startups under his belts. Some good and some bad, which is also why he is able to give such great advice. He’s not a 1 trick 1 industry pony, he has sold and led across multiple industries, different products, leaders, and teams. It’s that sort of range/breadth that I believe allows him to give such great sales advice and develop messaging across industries. You know how i feel about fluff, and Belal feels the same way, Death. To. Fluff. Let’s go! Short and Sweet/Set the stage What is ‘Provocative Messaging’ and why does it matter? Core Questions How do you break through the noise today? Provocative Messaging in Emails Provocative Messaging in Calls Provocative Messaging in Demos Psychology - How can we leverage psychology in the sales process. by Live Better. Sell Better.