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 should focus on urgency, not just numbers.
• Discovery processes need to be improved for better outcomes.
• Sales professionals must balance discovery and demo expectations.
• Sales should be treated as a lifelong profession.
• Understanding the economics of your product is essential.
• Effective sales require continuous learning and adaptation.

Sound bites

• "Quota miss is going to be higher."
• "You need a trigger for customer change."
• "It's always about the money."