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Welcome to this week's episode where we discuss the concept of discovery in sales. While some argue that discovery is dead because buyers can find information online, our guest, Karl Ortmanns, Vice President of Sales, disagrees. He believes that good discovery is essential in today's sales process.

Karl talks about the shortcomings of traditional qualification methodologies such as BANT and why they should not be adopted in today's sales process. Instead, he introduces the CHAMP sales framework that he has developed himself. The framework covers Challenge, Authority, Money, Priority, and Technical.

During the episode, Karl shares his insights into what good discovery looks like. He emphasizes the importance of meeting preparation, knowing your audience, and using consultative selling skills during the call. He also highlights the difference between Why and What questions and how they can impact the discovery process.

Join us as we explore the importance of good discovery in sales and learn from Karl's experience as a quota carrier turned VP of Sales. Tune in now to unlock the value of meeting preparation and to improve your discovery skills.

**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.

#202: The Secret to Your B2B Sales Success is Hidden in Plain Sight. Here's How to Uncover It. 39:31 Share

How to Sell Podcast: Make How You Sell, Why You Win

Shownotes Transcript

#202: The Secret to Your B2B Sales Success is Hidden in Plain Sight. Here's How to Uncover It.