Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS If you don’t dig into their self-diagnosis, you lose credibility. When you hear their diagnosis, ask why they came to that conclusion and then begin to unpack it. Unpack the diagnosis by starting with the questions that will most likely get you to the answer quickly. Once you know the key metrics that drive their business (e.g., open rates, reply rates), you can deposit and add value by sharing industry benchmarks of what those could be. Prospect by identifying the top 2-3 problems that most people don’t know that they have, then try to find out where the prospect realistically lands currently.  PATH TO PRESIDENT’S CLUB Founder & CEO @ Flip the Script Head of Sales Development @ Chorus.ai Regional VP of Business Development @ G2 Sr. Manager, Inside Sales @ Gong.io  RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Becc Holland and John Barrows discuss the importance of discovery in sales, focusing on distinguishing pain, problem, and impact. They emphasize data-driven decisions, building customer relationships, and the value of strategic questioning. The podcast explores personal growth, effective problem diagnosis, due diligence in startup leadership, and uncovering client pain points for successful sales engagements.