Episode 103

full
Published on:

4th Feb 2019

85: Charles Muhlbauer - Discovery Calls

Charles Muhlbauer, founder of Skillshare The Discovery Call Specialists, joins me to talk about discovery calls. We talk about:

What makes discovery so important
What can reps do better?
What makes a good discover good
Knowing when to pitch and when to have a conversation
Why John doesn’t believe in BANT
Creating urgency
Increasing curiosity
 
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About the Podcast

Make It Happen Mondays - B2B Sales Talk with John Barrows
John Barrows helps sales leaders decide whether to replace or rebuild their teams for the AI era. Drawing on 25+ years with Salesforce, LinkedIn, Google, and Amazon. Weekly tactics and guests to help you sell at a consistently high level.
John Barrows helps sales leaders decide whether to replace or rebuild their teams for the AI era, drawing on 25+ years working with Salesforce, LinkedIn, Google, and Amazon. He advises CROs and VPs of Sales on AI readiness, team structure, and go-to-market strategy. He trains sales teams on the fundamentals that drive consistent performance, with or without AI.