963: The Power of Discovery, with Charles Muhlbauer

Charles Muhlbauer is the Lead Enablement Manager at CB Insights. In today's conversation we're talking about a topic that Charles and I both are passionate about: discovery! We dive right into what's the single most important objective of discovery. Then dig into when you do discovery. Is it just a stage in your sales process? Or an ongoing process you do throughout the buyer's journey? We talk about why you need to ask a Why Question three times during discovery. Plus, finally we get into the various types of questions you can ask that will dramatically elevate the quality of your discovery. All of this and much much more. Connect with Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Qualified | The #1 conversational sales & marketing platform for Salesforce | www.Qualified.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP