What is Your Sales Discovery Efficiency Rating?

What is Your Sales Discovery Efficiency Rating?

Aug 2, 2019 | Sales

What is your Sales Discovery Efficiency Rating (DER)? It has always been obvious to me that top performing sales reps and sales teams are experts at discovery and discernment. Yet it begs the question, why don’t more companies and sales leaders place an emphasis...
Why is sales discovery more important than ever?

Why is sales discovery more important than ever?

May 5, 2015 | Best Practices, Sales

In the interest of full disclosure, I have to admit that I am a self-professed sales discovery devotee.  Across my 25 years of selling technology solutions to the enterprise, show me a top performing sales rep or sales team and I’ll show you a sales...