- Doug WyattDirector of Product Management, SPARXiQ
Doug Wyatt is a proven sales training and enablement leader and practitioner who uses his hands-on experience to drive results for SPARXiQ customers.
Prior to joining SPARXiQ, Doug spent his career in a variety of sales, sales training, and sales enablement roles. While supporting B2B sales teams with training and enablement services, he established a track record of providing measurable improvements in the performance of new hires and veterans alike. At SPARXiQ, Doug brings training and analytics solutions to market that drive revenue and profit growth for clients.
Doug speaks at a variety of sales and industry conferences and leads hands-on workshops to help attendees approach their own sales enablement and training efforts thoughtfully. In 2019, Doug was recognized as a Sales Hacker Top 50 Award winner.
Doug collaborated with Mike Kunkle to design the buyer-centric sales methodology taught in the SPARXiQ Modern Sales Foundations™ program, available in 2020.
- Mike KunkleVP of Sales Effectiveness Services, SPARXiQ
Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Effectiveness Services for SPARXiQ.
AA-ISP Virtual Sales Summit
A Framework for Better Discovery
April 20th @ 4:10 – 4:40pm
Too many salespeople ask the wrong questions or conduct Discovery superficially. This results in a weak or non-existent business case and information gaps that prevent the rep from communicating value in a compelling way.
Asking questions to uncover details of the customer’s situation certainly isn’t a new idea, but doing it with the right framework can make all the difference. Great sales discovery is a hallmark of elite salespeople and a significant differentiator.
This session will dig into discovery and share a framework to ensure you can get the most out of this critical stage of your sales process.
Tune in to learn:
1. What sellers most often get wrong during discovery
2. What to ensure you learn when conducting discovery
3. How to structure your questions to create a logical flow
4. How to apply what you learn from discovery later in the sales process