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.
By Alex Land
Notes from selling.
Discovery, enterprise deals, and the things you learn when the sales conversation leaves the training manual.
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.