In this episode, Bill and Bryan discuss what they see as the lost art of asking effective, insightful questions during sales discovery and qualification.

Many salespeople rush through this stage by asking leading questions rather than using open-ended queries to genuinely understand the prospect’s situation.

The guys argue that failing to properly qualify through skillful questioning leads to cluttered pipelines full of unqualified deals. And they emphasize relearning the art of questioning to have more honest, productive sales conversations that expose the right opportunities.

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