Tagged: discovery
Every SalesTap article filed under discovery. Practical B2B sales tactics, frameworks, and data, maintained as articles are reviewed and published.
'We Tried It Before' Objection: Recovery Scripts
Recovery scripts for the 'we tried it before and it failed' objection, with a three-question diagnostic to identify the real failure type.
'Your Price Is Too High': 5 Scripts That Hold
Five first-call price objection scripts that hold the line without discounting, plus the responses that quietly damage deals before discovery.
Champion-Building Scripts for the Boss Objection
Champion-building scripts for when a prospect says 'I need to run it by my boss'—how to co-sell, rehearse, and avoid the follow-up black hole.
'We Already Have a Solution' 5 Reframe Scripts
The 'we already have a solution' objection is a reflex, not a verdict. Five scripts that convert status-quo pushback into diagnostic conversations.
The Discovery Call Checklist That Actually Works
A tactical discovery call checklist for B2B AEs: 20-minute prep routine, the question sequence that earns real answers, and how to lock next steps.
Loss Aversion in B2B Sales: Framing Risk Right
Loss aversion beats upside pitches in B2B sales. Here's how to frame risk, cost of inaction, and stakeholder fears to move stalled deals forward.
Why Buyers Delay and How to Counter Each Reason
Why buyers delay B2B decisions comes down to six specific causes. Diagnose the right one and apply the counter that actually moves the deal.
Buyer-Led Competitive Displacement
Help a buyer compare an incumbent with current requirements, model forward-looking switching economics, and reach an honest stay-or-change decision.
Reciprocity in sales without losing leverage
Reciprocity in sales works on a curve, and most reps overshoot the peak. Here's how to give real value without training buyers to expect free work.
Why Deals Stall Between Stages 2 and 3
Deals stalling between stage 2 and 3 usually fail on problem, sponsor, or timing. Here's how to diagnose which one is breaking your pipeline.
Running a Sales Team Through a Product Pivot
A product pivot playbook for sales leaders: how to triage pipeline, rebuild discovery, reset comp, and keep senior reps from quietly opting out.
Selling to a Committee With No Clear Owner
Selling to a committee with no clear decision owner requires a different playbook. Here's how to engineer consensus, multi-thread, and force a date.
Multi-threading deals: building 3+ champions fast
Multi-threading deals is the cheapest insurance against single-champion risk. Here's how to build three durable internal advocates before proposal stage.
BANT vs GPCT vs MEDDPICC: How to Use All Three
Qualification gets sharper when you run BANT, GPCT, and MEDDPICC side by side. Here's how top AEs use all three lenses on the same deal without overloading discovery.
SMB Playbook for Selling to Founder-Buyers
An SMB sales playbook for closing founder-led deals: how to run discovery, price, and objection-handle when the buyer signs personally.
Beating the No Budget Objection in B2B Sales
The no budget objection kills deals that should close. Here's the four-question diagnostic and three plays experienced AEs use to keep pipeline alive.
Status Games in Enterprise Sales Deals
Status games in enterprise sales decide deals more than product fit. Here's how to arm your champion to win the room you'll never enter.
Why Prospects Agree Then Ghost You
Prospect ghosting after verbal agreement isn't bad luck — it's predictable. Here's the buyer psychology behind it and the pre-mortem close that fixes it.
Loss Aversion in B2B Sales: Cost of Inaction
Loss aversion means buyers feel losses about twice as hard as gains. Here's how to quantify the cost of inaction and close deals stuck in 'no decision' mode.
Social Proof in Sales Without the Brochure Feel
Social proof in sales fails when it sounds like marketing. Here are four tactical patterns experienced B2B reps use to transfer credibility, not assert it.
When a B2B Buyer Goes Quiet
Prevent ambiguous next steps, respond to missed commitments with neutral questions, and use a short follow-up sequence that makes it easy to pause or say no.
Does SPIN Selling Still Work in B2B Sales?
SPIN selling turns 38 this year. Here's where the framework still drives B2B deals in 2026, where it breaks, and how top AEs adapt each stage.
B2B Buyer Behaviour: What the Research Shows
What current B2B buyer research says about self-service, supplier contact, buying groups, consensus, digital channels, and the limits of each finding.
Discovery Call Questions That Win Deals
The discovery call questions top B2B sales performers ask to qualify faster, surface real urgency, and map the decision process before the demo.
How to Multi-Thread a B2B Deal
A practical way to map a buying group, earn introductions, support internal advocates, and separate stakeholder evidence from seller assumptions.