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Why This CRO Killed Discovery Calls and Started Closing More B2B SaaS Deals
"Discovery calls are killing your deals." This CRO explains why — and what to do instead.
Featuring Anthony Palladino, CRO at Mabl, with two decades of go-to-market experience across JetBlue, Accenture, and Electronic Arts.
Anthony breaks down why the traditional B2B sales discovery call alienates buyers, how champion-based selling actually closes deals in a compressed economy, and what CROs need to change about their sales process right now. He also shares his framework for evaluating markets through "recycled budget" vs. "disruptive budget" — and why custom ROI models written for each prospect are non-negotiable in 2025.
🎯 Why your first meeting should lead with value, not questions 💰 How to land in a CFO's top 10 funded projects 🤝 Build champions before you run discovery 📊 Custom ROI models close deals — generic decks don't 🧭 Anticipate your buyer's process before they know it
⏱️ Timestamps: 00:00 Why Anthony joined Mabl — recycled vs. disruptive budget 02:50 How AI is accelerating the need for automated testing 04:50 Moore's Law is dead — innovation now moves in days 06:00 SaaS subscription mindset changed how buyers evaluate 07:30 Why only 10 of 40 projects get funded right now 08:15 Customer examples beat product pitches every time 10:00 Domain knowledge as a competitive weapon 11:00 Helping buyers navigate their own buying process 16:30 The anti-discovery call — why Anthony refuses the old model 20:30 Editing a hypothesis beats asking "what keeps you up at night" 21:45 Anthony's two-part advice for CROs in 2025
🔥 Want to build qualified pipeline with SaaS executives who actually show up? 👉 https://www.rapidproductgrowth.com
🔗 Website: https://www.rapidproductgrowth.com 🔗 Jean-Michel on LinkedIn: https://www.linkedin.com/in/jeanmichelthink/
#B2BSales #SaaS #CRO #ProductGrowthStories #RapidProductGrowth
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By Jean-Michel Moreau"Discovery calls are killing your deals." This CRO explains why — and what to do instead.
Featuring Anthony Palladino, CRO at Mabl, with two decades of go-to-market experience across JetBlue, Accenture, and Electronic Arts.
Anthony breaks down why the traditional B2B sales discovery call alienates buyers, how champion-based selling actually closes deals in a compressed economy, and what CROs need to change about their sales process right now. He also shares his framework for evaluating markets through "recycled budget" vs. "disruptive budget" — and why custom ROI models written for each prospect are non-negotiable in 2025.
🎯 Why your first meeting should lead with value, not questions 💰 How to land in a CFO's top 10 funded projects 🤝 Build champions before you run discovery 📊 Custom ROI models close deals — generic decks don't 🧭 Anticipate your buyer's process before they know it
⏱️ Timestamps: 00:00 Why Anthony joined Mabl — recycled vs. disruptive budget 02:50 How AI is accelerating the need for automated testing 04:50 Moore's Law is dead — innovation now moves in days 06:00 SaaS subscription mindset changed how buyers evaluate 07:30 Why only 10 of 40 projects get funded right now 08:15 Customer examples beat product pitches every time 10:00 Domain knowledge as a competitive weapon 11:00 Helping buyers navigate their own buying process 16:30 The anti-discovery call — why Anthony refuses the old model 20:30 Editing a hypothesis beats asking "what keeps you up at night" 21:45 Anthony's two-part advice for CROs in 2025
🔥 Want to build qualified pipeline with SaaS executives who actually show up? 👉 https://www.rapidproductgrowth.com
🔗 Website: https://www.rapidproductgrowth.com 🔗 Jean-Michel on LinkedIn: https://www.linkedin.com/in/jeanmichelthink/
#B2BSales #SaaS #CRO #ProductGrowthStories #RapidProductGrowth