Marc Wayshak

Founder @ Sales Insights Lab

7 keys to discovery meetings that close more deals

Most reps run discovery meetings by either jumping into a pitch, or asking haphazard probing questions like “What are your biggest challenges?”. But data shows that both approaches are destructive to the sale.

Engaging quality prospects in strong discovery meetings requires a distinct strategy, a repeatable process and a clear plan of execution. If salespeople are not maximizing every discovery meeting, they are hurting deals.

In this highly interactive program, participants will:
• Understand how to engage prospects with authority.
• Learn how to separate themselves from the competition.
• Use a powerful approach to get prospects talking about their key challenges.
• Learn a repeatable process to get strong prospect buy-in.


Marc is the founder of the Sales Insights Lab, which practices a data-driven, science-based approach to selling that utilizes all the best tools available to sales organizations today. He is the best-selling author of three books on sales and leadership, including the highly acclaimed titles Game Plan Selling, The High-Velocity Sales Organization and his forthcoming book, Sales Conversations, Mastered. Marc is a frequent contributor to Inc, HubSpot, Fast Company, Entrepreneur Magazine, and Huffington Post Business. He also hosts a popular YouTube channel on sales strategy with over 85,000 subscribers. Marc holds an MBA from the University of Oxford and a BA in social sciences from Harvard University.

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