Nick Cegelski, Account Executive at SurePoint Technologies, joins Sarah Hicks on the Predictable Revenue podcast. As a top-performing software sales executive, Nick not only executes on perfect discovery during meetings, but his strategies on what to do in the white space in between meetings allow him to carry more pipeline and close more deals. Nicks shares his thoughts on deal mechanics (1:38), using video to engage multiple stakeholders during follow up (2:54), leveraging collateral (5:35), picking up the phone at a stage when most salespeople don’t (7:20), giving the prospect and out (16:42), and setting next steps (17:09). SHOW NOTES:  More resources for closers: How to unlock the growth potential in your account executives with Lessonly’s Justin Clifford   Manage a large sales team virtually and build a kick-ass discovery process   This Is What You Should Be Asking On Your Discovery Calls   7 Keys to Discovery Meetings That Close More Deals