Dave Kennett, CEO of Replayz, joins Collin Stewart on this episode of the Predictable Revenue Podcast. Dave is a veteran sales leader if there ever was one. In the past 21 years, he has been Director and VP of Sales and Business Development at 8 companies, including Payfirma and Hootsuite. He is now CEO at Replayz, a company that offers on-demand sales tune-ups for Inside Account Executives from the world's best inside sales reps. Highlights include: things most reps get wrong early in the discovery call (15:04), how to resist the question about price when it comes up too soon (35:20), the discovery process top reps are using (45:52), how to change your mindset for demos (52:30), and crafting the perfect customer story soundbyte (1:01:02).   SHOW NOTES:  More on discovery: Manage a large sales team virtually and build a kick-ass discovery process Deal Mechanics: How to Work (And Close) 3x The Deals