Celeste holds the designation of Certified Gap Selling Training Partner with A Sales Growth Company and works with teams to help them win more. With a knack for problem-centric discovery, Celeste leverages her own experience as an active seller building with over 23 years of experience in the Corporate Selling arena. Her accolades include the Director of Sales of the Year award, 2x Manager of the Year, and being named 40 under 40 for the Triad Business Journal. Celeste also holds a certified sales designation from Marriott International and in 2023 was named one of the Top 15 LinkedIn Experts in Denver by Influence + Digest. Celeste resides in Colorado with her husband and daughter.
Before your team dives into discovery, hit pause. Ask yourself one critical question:
What information do we need to collect to diagnose if there’s even a problem to solve?
Year-end hustle might hit the number, but it often churns customers. Discounts close deals fast, but they don’t stick—leaving revenue slipping through your fingers come Q1.
Ask yourself: Are you building butter—or lasting growth?
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Discovery baggage is the extra, unnecessary fluff (think all that extra that people bring on planes even though they are limited to two items) that sellers unknowingly bring into sales discovery meetings. It’s the stuff that weighs down the conversation, gets sellers caught in the product loophole, and kills any chance to actually build pipeline. Spot it and fix it before it’s too late.
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Let’s face it, salespeople don’t necessarily jump at the idea of “adding more...
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The biggest drop off in pipeline is happening after Discovery one yet no one seems to be alarmed. More top of funnel tends to be the answer, but it is costing you more money and burning your reps out.
Curious as to why so much drop off is happening, I set out to investigate in further detail why so many teams are losing buyers at this stage. Unscientific research has shown (this is after 9 months of conducting discovery calls and diving into more pipelines and stages that I can count) anywhere from a 50%-87% drop off after discovery one.
That means that upwards of 80+ of what your team worked so hard to get in – is gone! Nothing like throwing money and resources down the drain.
What is this stemming from?
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