Focusing on Sales Outcomes Over Techniques

Too many sellers get caught up chasing the "perfect" sales call — flawless questions, polished delivery, fancy frameworks. But here’s the truth: None of that matters if you don’t uncover a real, buyer-agreed problem you can solve.

Nathan Broome (SVP of Sales @ Common Room) breaks down the simple but powerful concept of defining the Big W — the measurable win for every sales stage. From discovery to demos, your job isn’t to sound perfect — it’s to guide the buyer to clarity and prove you can solve their problem.

Learn:

✅ How to simplify your discovery calls with outcome-based thinking

✅ Why messy, imperfect calls still convert — if you focus on the right thing

✅ How to structure demos around specific problems (and avoid overwhelming buyers)

✅ Why your sales process should adapt as you move from transactional to enterprise

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