Hi Y’all! I’m writing a book about one of the most crucial elements of enterprise sales: Discovery. This book will empower sellers to approach Discovery with confidence, strategy, and skill.
Why Discovery? Because it’s the foundation of every successful deal. Done right, Discovery unlocks the buyer’s true needs, reveals hidden roadblocks, and builds trust. But too often, sellers rush through it or rely on surface-level questions, leaving opportunities unexplored and deals at risk. My goal is to change that.
In this book, I’ll share actionable techniques for conducting impactful Discovery sessions, with a special focus on engaging the Economic Buyer—the one who speaks the language of strategic objectives. You’ll learn how to ask the right questions, test assumptions, and dig deep into buyer motivations, all while keeping deals on track and moving toward a close.
Drawing on years of experience and insights from top-performing salespeople, this book is packed with practical advice, real-world examples, and even a dash of humor to keep things engaging. Whether you’re a seasoned seller or just starting out, the book will help you turn Discovery into your greatest sales advantage.
Stay tuned for updates, sneak peeks, and a few surprises as I bring this project to life! I can’t wait to share it with you.