Coach a talk-heavy discovery call by steering the rep toward buyer-impact questions instead of generic advice.
Noah N Account Executive You and Noah are reviewing a discovery call where he spent nine minutes explaining integrations before the buyer had described the workflow problem. If you coach this poorly, Noah will leave with shame, not a better question strategy. Rep talk share 64% Buyer impact examples 1 Next meeting booked No Symptom -> missed thread -> next move Do not coach airtime as a moral issue. Coach the moment the buyer offered a useful thread and the rep failed to stay there. The rep leaves with one better question, not a vague personality correction. Symptoms become coachable…
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in