About Gary Braun
Gary is a founder and co-owner of Pivotal Advisors. He has worked for 20+ years as a salesperson and sales leader. Gary has been a guest speaker for many groups such as Vistage, Allied Executives, CEO Roundtable, Sales Management Association, and more. If you want to find out more about Gary check out his profile here.
You also might be interested in
Are you a CEO who is wondering if you should keep your highly qualified sales leaders because the numbers aren't there, and you're not confident that they will be? Or maybe you are a sales leader, and right now, you are wondering if you should be updating your resume because the CEO is always on your back? The problem is usually based on a lack of communication, and often causes the revolving door effect the solution is very straightforward.
So much has happened this year. So many things have changed, you might not have had the chance to notice slight adjustments in your sales process. Much of the change is attributed to new technological developments and a general shift in attitudes regarding how customers make purchasing decisions. With all that movement, when was the last time you reevaluated your sales process?
No matter how long you have been selling, whether it's five years, ten years, or 25 years there is one step that can continuously be improved in your sales process, which will increase your chances of winning – Discovery. There is a distinction between good discovery and great discovery. Find out which you tend to do and how you can uncover more in your discovery calls.