Wouldn’t you love to get into the mind of your sellers and understand exactly what they are thinking? Wouldn’t you love to know what they are struggling with most?

If you could read their minds, or if you asked, what would your sales leaders say it is and what would your sellers say?  

Spencer Wixom from The Brooks Group says that his research shows the answer you likely will get if you ask is prospecting and discovery calls. Why, because it’s hard. Harder these days than ever and leaders are still teaching and depending on old methods that don’t work.  

Spencer’s insights shed light on the challenges of prospecting and discovery, where traditional modes of communication still reign supreme. In the price-sensitive market landscape, he champions the mantra of selling value over price, urging sellers to convey their solution's tan ...