Mastering Discovery: Coaching Strategies for Account Executives

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Ensure every deal in your CRM includes the date, specific next step, and goal to make pipeline reviews more outcome-focused.
• Use one-on-one meetings with reps for targeted role plays to better prepare for upcoming meetings, rather than generic team-wide role plays.
• Assess early-stage deals by confirming if there's a recognized problem and if the prospect is willing to solve it with you.
• Focus on evaluating large early-stage deals first during pipeline reviews, as they are often more crucial than late-stage deals.

PATH TO PRESIDENT’S CLUB

• Sr. Manager, Corporate Sales @ Webflow
• Course Instructor & Founding Member @ pclub.io
• Customer-Led Growth Advisor @ Catalyst Software
• Dir. of Sales @ Outreach

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal