AMA: HubSpot Head of Corporate Sales, West Coast, Sarah Mercedes (Osborne) on Discovery Tactics

If you're getting objections that early in the sales process, it's a red flag. It's critical in sales to disqualify and to do it as early as possible. Time is your greate...

First, you need to understand who your ideal customers are, what they are about, their typical challenges and what success means to them. Then, you need to understand how...

"How does solving this challenge/capitalizing on this opportunity/addressing this need impact the business overall?"It's so easy to confuse surface level challenges that ...