Navigating Discovery Calls: Techniques for SEs and Sales Teams

Welcome back to "Altar of the Demo Gods"! This week, Keith Wilson and John Morton dive deep into the critical topic of discovery in sales engineering. Whether you're conducting discovery calls, Zoom meetings, or in-person sessions, understanding how to uncover your prospect's pain points is essential. Keith and John share their insights on effective preparation, asking the right questions, and building genuine connections to drive sales success.

In This Episode, You’ll Learn:

• The importance of discovery in the sales process.
• How to prepare effectively for discovery meetings.
• Techniques for asking smart, revealing questions.
• The significance of understanding your prospect's pain points.
• Tips for transitioning from discovery to closing the deal.

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