Discovering the Discovery

Welcome to today’s episode! We’ve got something special lined up—a real-world look at what makes a discovery call successful. Joining us is Craig Witmer, CTO of Kern Medical, who steps in to simulate a live discovery meeting and share the do’s and don’ts every Account Executive should know. To make it even more engaging, Miles Lowry, Senior Cybersecurity Consultant and long-time colleague of Anthony, plays the role of the Account Executive in this role-play. Craig even shares one of his worst sales call experiences—a true horror story you’ll want to hear. After the role-play, we break it all down and get candid insights straight from the decision-makers Account Executives are trying to win over. This episode is packed with practical tips, real-world perspective, and stories you won’t forget. Let’s dive in!