This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. Today, he talks about why sellers have to ask tough questions and how to have fun while you're at it. He shares some tactics to get to these tough questions, from a humbling disclaimer (aka disclaimer sandwich) to ask for permission to ask the question directly, as well as his top 3 takeaways that make discovery better.

HIGHLIGHT QUOTES

Be mindful of your tone and your confidence on a call - Charles: "Two things. One, when I'm having a coaching session with an AE and they're talking to me differently than how I hear them on the call, I'm going to ask them straight up, why do you talk to me differently than when you talk to a prospect? Your tone is very calm".

You can find out more about Charles in the links below:

• LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/
• Website: https://www.cbinsights.com/
   

Live Better. Sell Better. is sponsored by our proud partner:

Rocket Reach | rocketreach.co

Orum | orum.com

Clari | clari.com