Deals are won or lost in discovery.   The more your sales teams can carry out discovery in a way that builds prospect interest and opens doors to high-level business stakeholders, the more they’ll be able to hit their numbers repeatedly.   In this episode, Brian Walsh shares personal experiences and tips on the art of great discovery and how your sales teams can earn the right to ask the hard questions and move opportunities forward. He’ll cover:   - The three things your sales teams should have prepared before every sales discovery conversation   - Why preparing prospects before a call is critical to landing the ask, plus insights on how to do it   - Tips for expanding sales conversations in a way that opens up the opportunity to get in front of other stakeholders in the business    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources on executing great discovery:    - Play Back What You Heard in Discovery Podcast https://apple.co/2E4HFQD - Maximize the Effectiveness of Proof Points Podcast https://apple.co/3iEMrTa - Our Most Popular Content on Executing Effective Discovery https://bit.ly/2HYgKHI