Improving Sales Discovery with Jody Glidden
Play • 55 min

People are bombarded with emails and sales messages. Response rates have plummeted. The number of quality interactions with prospects has declined. As a result, each interaction is more valuable than ever before. By using sales discovery to truly understand the prospect, you can build a relationship and partner with them to solve the challenges they’re facing. In today’s world, every CEO should be looking to improve sales discovery, and that’s why you’ll want to listen to this episode of Sales Talk for CEOs with Jody Glidden.

Jody Glidden is CEO of Introhive, a customer intelligence software that does discovery research and delivers valuable insights about clients and prospects to your sales team. During our conversation, we talk about how important ‘discovery before discovery’ is to successful calls with prospects. We explore how technology for sales discovery has changed throughout the years and the problems with the current methods. You’ll also learn about using relationship intelligence before discovery calls and the role of storytelling in overcoming objections during calls. Each interaction your sales team has with a prospect is valuable! Learn how to improve your sales discovery by listening to this episode of Sales Talk for CEOs.



4:47 Two reasons why sales discovery is harder today

12:09 An eye-opening experience in sales

21:17 Analyzing the problems with sales discovery

26:40 Using relationship intelligence for sales discovery

32:44 Team-based sales training (including storytelling)

39:57 Discovery BEFORE discovery

48:50 Maintaining executive alliance with the sales team



“That’s the primary function of our customer success department. They get measured on the happiness of our customers. It’s not so much on the upsell. Upsell is a side effect of customer happiness.”


Connect with Jody Glidden in the links below:




You can learn more about and connect with Alice Heiman in the links below:



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