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Blog Category // Modern Discovery

You Start Discovery Too Late

Posted by Anthony Iannarino, Aug 24, 2023
Most people in sales would agree that discovery in B2B sales is the top critical factor in your success. When you look at ...
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Discovering the Root Cause

Posted by Anthony Iannarino, May 31, 2023
The decision-maker sitting across from me was explaining how every company in my industry had failed him. He disclosed his ...

How to Address "What's Your Price?" before B2B Sales Discovery

Posted by Anthony Iannarino, Mar 03, 2023
Many of the older, outdated sales approaches forbid salespeople from answering questions about price. These approaches ...

Why You Must First Solve Buying Pain Points in B2B Sales

Posted by Anthony Iannarino, Mar 02, 2023
"Whoever is in a hurry, shows that the thing he is doing is too big for him." —The Earl of Chesterfield For as long as ...

Improve First Meetings by Abandoning Your Spiel for Sales

Posted by Anthony Iannarino, Feb 11, 2023
Sales reps normally start their sales discovery process by building rapport, working to make some connection with a decision ...
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Five Powerful Discovery Call Questions

Posted by Anthony Iannarino, Jan 20, 2023
The discovery phase of the sales process always proves to be critical. Most salespeople waste discovery by asking the client ...

How and Why to Use an Open-Ended Question

Posted by Anthony Iannarino, Jan 11, 2023
To achieve different outcomes inside the sales conversation, you need to ask different questions. Because it is helpful to ...

Modern Customer Discovery Questions

Posted by Anthony Iannarino, Sep 02, 2022
Selling effectively in the 21st Century requires asking clients a new set of discovery questions. These new questions ...

A Poor Diagnosis in the Sales Discovery Process

Posted by Anthony Iannarino, Jul 11, 2022
There is a general consensus that you win or lose a deal in the discovery phase of the sales conversation, even if it takes ...
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The One-Up Discovery

Posted by Anthony Iannarino, May 23, 2022
The major difference between One-Up salespeople and those presently One-Down is that the One-Up person creates a tremendous ...

You Already Know Your Client's Problems

Posted by Anthony Iannarino, May 21, 2022
Some salespeople argue that there is no way to know what problems, challenges, or obstacles a client might have before ...

The Intention of Your Discovery Questions

Posted by Anthony Iannarino, Apr 23, 2022
If the intention of your discovery questions is to elicit a problem so you can sell your "solution," you are not really ...

You Are Not Really Doing Discovery

Posted by Anthony Iannarino, Apr 21, 2022
The main outcome of discovery for most salespeople is to identify the client's problem and its impact. The reason the ...

On the Nature of Consultative Sales

Posted by Anthony Iannarino, Apr 04, 2022
After posting an article on LinkedIn, a reader commented to ask me about a line in the article that reads: “If the only ...

10 Better Reasons to Ask Questions Instead of Identifying Problems

Posted by Anthony Iannarino, Apr 02, 2022
How on Earth is it possible that you don't already know what problems your clients have? How could you not already know what ...
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