Discovery isn't a checkbox on your sales process. It's the linchpin of everything that follows. Done well, it shortens cycles, strengthens proposals, and closes more deals. Done poorly, it creates a cascade of problems you won't see coming

Welcome to our new blog series, "The Art of the Sale," where we're diving deep into the strategies, tactics, and occasionally absurd realities of modern selling. Think of us as your sherpa for the strategic account management mountain — except we actually enjoy talking about metrics, objections, and account planning at dinner parties.

Everyone talks about "the art of the sale" like it's some mystical gift. It's not. It's disciplined execution of a proven process, repeated until it becomes second nature. And that only happens when sales leaders do the hard work of implementation.