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Join Christie Walters and Jeff Bajorek as they review books, interview thought leaders, and discuss topics critical to success in business and in life.  Certified by Sales Guru, Jeffrey Gitomer, Christie and Jeff have both dedicated their careers to helping others uncover their passion, unblock their path, and achieving greatness in sales and in life.

Oct 6, 2021

You know about discovery right? You just ask a bunch of questions that you already know most of the answers to, and bam! Discovery. Well maybe not.

Today's guest admits that discovery was something that he never liked, really understood the reasoning of, and frankly didn't really do. But he also wasn't getting good results. Charles Muhlbauer, Lead Enablement Manager at CB Insights, decided to try something new. Be himself. Ask more personal, disarming questions. Get the prospect to a place where they feel safe and able to actually talk freely about the needs they have and the hesitations they feel. And with this, Charles' sales took off. Listen to some incredibly important and beneficial advice along with some of Charles' uncomfortable sales experiences that forced him to pivot and sharpen his skills. 

Learn more about Charles Muhlbauer


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