#25 - Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory)
30 Minutes to President's Club | No-Nonsense Sales
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How to Be an Expert in an SMB Sass
Justin: I think this discovery thing is going to weave in again and again. We had sort of a mantra at Patient Pop where each AE had a lot of opportunities. And so I didn't always want them to be holding on to opportunities that spans an incredible amount of time. So oftentimes what I would do is ask folks, you know, if the deal went longer than 10 days or 12 days to push it out of their pipeline. That kept my reps really focused on the customers that were best for our business.
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