Success Starts with Better Value Qualification and Discovery
In this episode of the Value Coffee Talk podcast, host Thomas Pisello and guest Mike Muhlfelder, veteran CRO and sales performance coach, discuss the current challenges in B2B sales, particularly in light of economic uncertainty and the rise of AI. The pair unfold two fundamentals - proper value-centric qualification and discovery processes can lead to an incredible increase in success.
Takeaways
Quota miss is expected to be higher this year.
AI is a game changer for sales and business.
Qualification is crucial for closing deals.
Understanding the urgency of change is key.
Budget discussions…
The skinny
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