Sales
- Featured
  
  Determining the Proper Amount of Preparation for Cold Calls
  
  Apr 26, 2025 | Outbound / Prospecting, Sales |
- Featured
  
  Don’t Get Ghosted by Your Clients: Slay the Spooky Silence with Empathy
  
  Apr 24, 2025 | Sales |
- Recent
  - This Episode: "Quiet Hours?!"
    by Tom Stearns | Apr 20, 2025 | 0
  - OPO (Other People's Opinion) Hurting you Growth?
    by Randi-Sue Deckard | Apr 18, 2025 | 0
  - Pipeline Management: The Silent Killer of Sales Teams
    by AI Cate | Apr 16, 2025 | 0
Technology
- Featured
  
  The Age of AI Research and Procurement: What it Means to You
  
  Mar 22, 2025 | AI, Sales, Sales Enablement, Technology |
- Featured
  
  Why Your Next RFP Needs AI (and a Strong Cup of Coffee)
  
  Jan 10, 2025 | Sales, Sales Enablement, Sales Operations, Technology |
- Recent
  - The Goldmine in LinkedIn DMs: Avoiding the Pitch Slap
    by Gabe Lullo | Dec 31, 2024 | 1
  - Why 'Pipeline' Is Dead: Rethinking Revenue Metrics in an AI World
    by Jonathan Aka Coach K | Dec 22, 2024 | 0
  - Why Do We Make Technical Sales So HARD?
    by Elisabeth Marino | Dec 21, 2024 | 0
Leadership
- Featured
  
  4 Stats to That Tell Your Sales Team is in Trouble, even if your making quota!
  
  Apr 8, 2025 | Leadership |
- Featured
  
  I Was Just Thinking- Random Sales Thoughts
  
  Apr 2, 2025 | CRO Corner, Leadership, Sales, Sales Enablement |
- Recent
  - The "Tension" in Net Revenue Retention
    by Sean Finlay | Mar 30, 2025 | 0
  - Sticky SaaS
    by Tim Savage | Mar 21, 2025 | 0
  - Making Hay - How Much Will Your Sales Team Make This Year?
    by Tim Savage | Mar 14, 2025 | 0
Marketing
- Featured
  
  Cold Email is Getting Harder & Harder: How do you adjust?
  
  Apr 12, 2025 | Marketing, Outbound / Prospecting, Sales |
- Featured
  
  You don't know what ICP means do you?
  
  Mar 28, 2025 | Marketing, Sales, Sales Enablement |
- Recent
  - Control What Can Be Controlled
    by Tim Savage | Feb 9, 2025 | 0
  - Video is Useless
    by Tim Savage | Dec 12, 2024 | 0
  - The Art and Science Behind Cold Outreach: Why Cold Calling Still Works
    by Gabe Lullo | Dec 4, 2024 | 1
CRO Corner
- Featured
  
  The Revenue Leader’s Guide to Strategic Cost Optimization
  
  Apr 22, 2025 | CRO Corner |
- Featured
  
  Mavens of Modern Sales - Bryan Byler
  
  Apr 7, 2025 | CRO Corner |
- Recent
  - I Was Just Thinking- Random Sales Thoughts
    by Mike Muhlfelder | Apr 2, 2025 | 0
  - How DOGE will Affect Sales & Revenue Projections
    by Tim Savage | Apr 1, 2025 | 0
  - Mavens of Modern Sales - Lindsey Boggs
    by Sean Finlay | Mar 31, 2025 | 0
Best Of
- Recent
- Best Of Frontline Managers Nomination
All Categories
- Categories
- Categories
  - CRO Corner
  - The Economy
  - Best Of
  - HR
  - AI
- Categories
- Categories
  - Video
  - Podcasts
  - SaaS
  - Marketing

Sales Discovery Doesn’t Mean Spinning in Circles (Unless You’re a 4-Year-Old)

Posted by Celeste Berke Knisely | Jan 12, 2025 | Sales | 0 |

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 . . .

Create a FREE account or Login to read the full article!

About The Author

Celeste Berke Knisely

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.

Current News

The Agonizing Task of Turning Europe’s Power Back On
A massive blackout affecting Spain, Portugal, and parts of France has been blamed on atmospheric conditions. Now engineers face the arduous task of getting the power back on.
Car Subscription Features Raise Your Risk of Government Surveillance, Police Records Show
Records reviewed by WIRED show law enforcement agencies are eager to take advantage of the data trails generated by a flood of new internet-connected vehicle features.
Donald Trump Is Already Ruining Christmas
Santa’s helpers are freaking out that steep tariffs on Chinese imports will prevent toys, trees, and decorations from arriving in the US on time for the December holiday.
The Meta Trial Shows the Dangers of Selling Out
Several founders of hot startups took big payouts and let Mark Zuckerberg gobble up their companies—and came to regret it.
The Real Winners of the Trump Memecoin Feeding Frenzy
Donald Trump will attend a dinner with the largest holders of his own-brand crypto coin, sending its price through the roof. But the real profits have already been made just out of view.

Featured

Determining the Proper Amount of Preparation for Cold Calls

Featured

Don’t Get Ghosted by Your Clients: Slay the Spooky Silence with Empathy

Featured

The Age of AI Research and Procurement: What it Means to You

Featured

Why Your Next RFP Needs AI (and a Strong Cup of Coffee)

Featured

4 Stats to That Tell Your Sales Team is in Trouble, even if your making quota!

Featured

I Was Just Thinking- Random Sales Thoughts

Featured

Cold Email is Getting Harder & Harder: How do you adjust?

Featured

You don't know what ICP means do you?

Featured

The Revenue Leader’s Guide to Strategic Cost Optimization

Featured

Mavens of Modern Sales - Bryan Byler

Sales Discovery Doesn’t Mean Spinning in Circles (Unless You’re a 4-Year-Old)

About The Author

Related Posts

Recent Posts

Our Authors

AI Cate

Anthony E. Byrne

Barry Flaherty

Brandon Dennis

Celeste Berke Knisely

Chris Cicconi

Cortney Wilbanks

Cynthia Barnes

Darrell Slay

Dave Stubberfield

Dillon Baird

Elisabeth Marino

Elizabeth Andrew

Gabe Lullo

Jake Wolpert

James Pursey

JD Miller

Jeff Riseley

Jonathan Aka Coach K

Joshua Bailey

Keenan

Leah Borges

Lindsey Boggs

Maddie Suppon

Maggie Maloney

Mark Bedard

Mark Cope

Mark Kosoglow

Michael D’Aleo

Mike Muhlfelder

Oscar Ramor

Page Wryter

Peter Cleary

Peter Mollins

Rachel Mae

Randi-Sue Deckard

Sally Ladrach

Sandy Robinson, M.Ed.

Sean Finlay

Sims Tillirson

Ted McKenna

Tim Savage

Tom Stearns

Wesleyne

Will Aitken

RECENT REVIEWS

Recent Videos

Current News