"This isn’t a priority”—3 data-backed discovery tactics to never lose deals for this reason again

1

Introduction

00:00 • 4min

2

The Importance of Buyers in Sales

04:27 • 2min

3

How to Disarm Buyers Early and Get Them Talking

06:47 • 2min

4

The Importance of Insight Sharing in Product Development

08:58 • 2min

5

How to Add Value to Buyers During Discovery Conversations

11:13 • 2min

6

How to Create an Insight to Help Your Sales Team Succeed

13:17 • 2min

7

How to Solve a Problem That's Hard to Quantify

15:31 • 3min

8

The Importance of Context in Discovery Conversations

18:22 • 1min

9

How to Reduce Contact Center Costs With A.E. Self-Sourcing

19:50 • 2min

10

How to Use Insight Driven Questions in Your Discovery Approach

22:18 • 2min

11

How to Reduce the Number of Deals That You Lose to Status Quo

24:44 • 2min

12

How to Break the Prospect Out of Status Quo

27:12 • 3min

13

How to Make the Cost of Inaction So High That They Have No Choice

30:27 • 2min

14

How to Qualify and Lead a Sales Call

32:05 • 3min

15

How to Achieve Your Goals and Priorities

34:57 • 2min

16

How to Start a Conversation With a Buyer

37:04 • 5min

17

How to Measure Success With Self-Sourcing

41:38 • 2min

18

How to Get Prospects to Open Up About Goals and Priorities

43:52 • 2min

19

The Importance of Multi Threading in Self-Sourcing

46:19 • 2min

20

How to Prioritize a Problem

48:47 • 3min

21

How to Respond to a Boss Who Says Initial Priority Statements Are Too Long

51:46 • 4min

22

How to Quantify the Cost of Inaction of What You Sell

55:47 • 2min