Key Insights from the Episode

1. Start discovery calls by sharing your point of view immediately to engage the prospect effectively. 2. When you have a champion on your side, inquire about how they plan to advocate your solution within the organization. This way, they focus on the business problem and reveal their strategy to pitch it to higher authorities. 3. Mirror the involvement of key stakeholders from both sides during discussions, such as bringing in a CXO from the customer side along with a VPS sales or CRO from your side. 4. Utilize senior leaders to share stories and run a dedicated discovery track with top executives while maintaining the demo or champion-level discovery in team selling scenarios.