Sales discovery
Stop Turning Discovery Calls Into Interrogations
A discovery sheet can help you prepare. It can also turn a perfectly good conversation into an administrative ceremony.
B2B SaaS sales
Hey, I’m Alex.
I’ve spent 12 years in sales, working with everyone from small business owners to enterprise teams.
I write about what I’ve learned across those environments: understanding the business, finding the real problem, and helping people make a decision they can stand behind.
A little more about my background
A quick introduction.
A few minutes on my background and how I think about sales.
3:47 Introduction
Different environments.
Plenty to learn from each.
I’ve worked inside established sales organizations and helped create structure where there wasn’t much to start with. The buyer, the stakes, and the sales cycle change. You still have to understand what matters to the person across from you.
- PeopleAdmin
- HomeAdvisor
- ChannelAdvisor
- ZoomInfo
- Epigraph
How I think through a deal.
Before the demo, the proposal, or the next meeting, I want to understand what would make this worth doing.
Start here
Understand
their world.
The business. The people.
What’s happening today.
Find the
real problem.
What’s getting in the way,
and what does it actually cost?
If yes
Would a change
be worth it?
If no
Be honest about the fit.
Agree on the plan.
Get it signed.
Resolve concerns, align decision-makers, and agree on terms and timing.
Real conversations have more detours. The point is to get somewhere useful together.
Writing
What I’ve learned from selling.
Enterprise sales
Your Biggest Competitor Is Nothing
The buyer’s default option is to leave everything exactly the way it is. And nothing has some very unfair advantages.
AI in sales
Where AI Belongs in Sales, and Where It Doesn’t
AI should give a salesperson more time and information to be human, not less reason to develop human skills.