5 Biggest Lies About Discovery in Sales Today

Chris shares his experience of a sales meeting with a chief revenue officer of a SaaS company. He discusses the company's goals of selling bigger enterprise deals and increasing their average contract value (ACV). However, there was a discrepancy in the information he had gathered prior to the meeting. Despite this, he was able to course-correct and engage in a deep discovery conversation with the CRO. Chris highlights the importance of having a 'what we heard' slide in C-suite meetings to earn instant credibility. He also emphasizes the need to let champions save face and take responsibility for outcomes. Takeaways Having a 'what we heard' slide in C-suite meetings can earn instant credibility Letting champions save face is important for building trust Taking responsibility for outcomes earns respect and credibility Deep discovery conversations can help course-correct and gather accurate information

Chris shares his experience of negotiating a deal and the challenges he faced. He discusses the importance of having a systematic approach to negotiation and introduces the first four steps of his negotiation process. These steps include summarizing and passing the torch, getting all the buyer's asks on the table, stack ranking the asks, and uncovering the underlying needs behind the requests. By following these steps, sellers can kick off a negotiation session productively and establish the business value before discussing price. Takeaways Having a systematic approach to negotiation is crucial for success. The first four steps of the negotiation process are summarizing and passing the torch, getting all the buyer's asks on the table, stack ranking the asks, and uncovering the underlying needs. Summarizing the key elements of the partnership at the beginning of a negotiation session establishes the business value and prevents the focus from solely being on price. Getting all the buyer's asks on the table before responding allows sellers to see the bigger picture and prioritize the requests. Uncovering the underlying needs behind the requests helps sellers find creative solutions that meet both parties' interests.

In this episode of Getting to Club, Chris shares the output of a recent conversation with the CRO of a $2.3 billion company. That conversation covered the shift from a "demand-positive" to a "demand-negative" market and the five essential skills needed to thrive in challenging sales climates. This episode is a must-listen for sales professionals aiming to adapt and succeed regardless of market conditions.

In this episode of Getting to Club, Chris tackles the often intimidating task of discussing pricing with potential clients. He shares six indispensable tips for making pricing calls that not only convey value but also sell effectively. Whether you’re new to sales or looking to refine your approach, this episode's practical advice on pricing will empower you to handle these crucial conversations with ease and professionalism.

In this episode of Getting to Club, Chris delves into the intricacies of selling to the C-suite and what you can learn from the strategies of million-dollar earners who excel in this high-stakes arena. Chris breaks down five pivotal techniques bolstered by real-life examples that offer valuable lessons in engaging effectively with upper management.

In this episode of Getting to Club, Chris explores the intense and often unspoken truths about the competitive nature of top-tier salespeople. It's undeniable that the most successful sales professionals operate with a relentless, almost ruthless drive to outperform competitors—not merely to succeed, but to dominate the sales field. This episode offers a candid look into what it really takes to be at the top in sales, suggesting that achieving extraordinary results sometimes requires an extraordinary competitive spirit... while maintaining ethical integrity.

In this episode of Getting to Club, Chris delves into a foundational concept for sales success: the chain link system of skills. True sales mastery isn't about excelling in just one area, but rather improving incrementally across a spectrum of skills—discovery, negotiation, objection handling, and more. Success is about how these skills interlock and strengthen each other, limiting the impact of weaknesses and enhancing overall performance.

Is AI coming for your sales job? In this episode of Getting to Club, Chris explores AI's role in the future of sales and discusses how artificial intelligence might impact different roles based on if you're a "value communicator" or a "value creator." This episode is a must-hear for anyone curious about the intersection of this growing technology and sales.

In this episode of Getting to Club, Chris dives into the most common misconceptions and flat out lies surrounding SaaS discovery today. We'll challenge common practices and shares insights on how discovery should create value for both salespeople and their clients, rather than just gathering information for a sales pitch. Follow along to elevate your sales strategies and learn why great discovery is the key to success.

In this episode of Getting to Club, Chris takes you inside a recent negotiation, culminating in a $110,000 deal with significant expansion potential. He outlines four key lessons learned, including the power of a solid business case, the importance of differentiation, leveraging champions effectively, and the critical strategy of knowing when to walk away. This episode is a must-listen for anyone looking to refine their negotiation skills and understand the delicate balance between persistence and flexibility in sales.