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HIGHLIGHTS

00:21 Running discovery and better qualify your prospects

01:17 Not everything is under your control

02:00 Increase your skillset in running discovery

02:55 Final thoughts

QUOTES

00:35 "Get very clear on who you best serve and who you don't."

01:07 "You want to be very disciplined with what you allow to get in your pipeline. Make sure it's a deal that you actually have a good chance to close."

01:26 "You wanna do your best work on the front end of the sales process to make sure that the deals that you have in there are highly qualified prospects. Prospects that are highly engaged, prospects that you have identified have a business problem that they care about solving and you are the best candidate to solve that problem for them."

02:11 "It's not enough to just tell your prospect that they have a problem, you need to ask enough good questions to help them realize they have a problem. And that it's actually a business problem, not a technical problem or a nice to have the type of problem of solving and what is the impact and priority of solving the problem."

03:07 "Disqualifying your prospects is important because your time is valuable, you're pipeline should be treated as a coveted space for deals that have been qualified and validated that is worthy of going to the next step of your sales process."

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• Learn more about Collin in the link below: 

LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.