Episode #003.  In this episode, Ben and Kristen delve into the often overlooked and undervalued importance of the discovery process in sales. Drawing on their extensive experience in sales, coaching sales professionals, and growing sales teams, they explore why discovery work is the secret to unlocking more doors and closing more deals. Ben and Kristen discuss why many sales professionals rush through the discovery process, instead opting to jump straight into pitching their product or service. They explain how this approach can actually hinder the sales process, as it fails to build rapport and trust with potential customers. The discovery process is all about understanding the unique needs, challenges, and pain points of your potential customers. By asking the right questions, active listening, and truly empathizing with their situation, you can gain a deeper understanding of what they are looking for and how your product or service can help them solve their problems. If you're a Business Development Manager or business owner looking to improve your sales results, this episode is a must-listen. Tune in to discover the power of effective discovery work and learn how it can help you to unlock more doors and close more deals.