Discovery-Based Selling

A consultative sales methodology that emphasizes understanding prospect needs, establishing common goals, and moving through the sales pipeline with confirmed alignment at each stage before advancing.

10 episodes

Founders: These Are the Mistakes You Don't Know You're Going to Make | Steve Walsh, Ep 52

Founders: These Are the Mistakes You Don't Know You're Going to Make | Steve Walsh, Ep 52

Steve Walsh, an angel investor and startup advisor, shares lessons from 25 years building multi-billion dollar B2B divisions at Cox and Comcast before transitioning to helping early-stage founders. He discusses common founder mistakes, when to raise capital, the importance of customer validation before building product, and how he filters 6,000 conversations down to 69 investments through rigorous vetting and founder education.

The CEO Is the Salesperson: Why Founders Can't Hand Off the Pitch | Jen Bonnett, Ep 49

The CEO Is the Salesperson: Why Founders Can't Hand Off the Pitch | Jen Bonnett, Ep 49

Jennifer Bonnett, a longtime tech entrepreneur and former ecosystem builder at ATDC and Invest Atlanta, discusses her transition back into technology through AI experimentation. She shares lessons from building a search engine in 1997, her current work vibe coding consumer apps with Claude, and her philosophy that CEOs must personally sell for at least the first year before delegating. The conversation explores how AI is lowering barriers to entrepreneurship while emphasizing that founders still need strong networks, customer discovery skills, and the discipline to market early.

SpeedRun Ep19 Marketing Plans with Virginie Glaenzer - Tales from the Sky Lounge

SpeedRun Ep19 Marketing Plans with Virginie Glaenzer - Tales from the Sky Lounge

Todd and Virginie demonstrate live how to build a complete marketing plan using AI tools like ChatGPT and Claude. They identify lack of clarity as the biggest barrier to AI adoption among executives, design a five-step 'AI Value Blueprint' service offering targeting CMOs, CROs, and COOs in B2B SaaS, and develop persona-specific messaging and automation workflows—all within one hour using conversational AI.

From Pink Slip to Pivot: Predictable Sales in Unpredictable Markets | Joe Gruca, Ep 32

From Pink Slip to Pivot: Predictable Sales in Unpredictable Markets | Joe Gruca, Ep 32

Joe Gruca, newly joined partner at Tech CXO, shares his journey from corporate VP of Sales through founding Higher IQ (an AI-powered interview platform acquired after raising venture capital) to fractional revenue leadership. He discusses navigating the 2008 financial crisis as an accidental entrepreneur, building predictable sales motions for early-stage B2B SaaS companies, and how AI is transforming both sales execution and customer success while the fundamentals of relationship-building remain constant.

SpeedRun Ep 09 Resource Use for ICP + GTM Plan -Tales from the Sky Lounge

SpeedRun Ep 09 Resource Use for ICP + GTM Plan -Tales from the Sky Lounge

A fractional CTO demonstrates using Claude AI with deep research mode to generate a comprehensive business development plan. By uploading marketing materials, case studies, and service offerings, the AI produces detailed ideal customer profiles, multi-channel outreach strategies, budget allocations, and personalized contact sequences—illustrating how experienced professionals can leverage AI to automate strategic planning while maintaining the judgment to guide and refine outputs.

Sales, Marketing, and AI: How to Survive, Scale, and Avoid Stagnation | Alan Gold, Ep 24

Sales, Marketing, and AI: How to Survive, Scale, and Avoid Stagnation | Alan Gold, Ep 24

Alan Gold, a 30-year marketing and sales veteran, discusses his career spanning Wi-Fi launches, speech recognition, and AI tools across startups and M&A. He covers current market uncertainty, the shift from sales tactics to strategy, AI's impact on entry-level roles, and why promoting top salespeople to management typically fails. Gold emphasizes listening skills, differentiation, and strategic thinking over tactical execution.

Sales, Marketing, Sumerians and Avoiding Founder's Disease | James Rozich, Ep 21

Sales, Marketing, Sumerians and Avoiding Founder's Disease | James Rozich, Ep 21

Jim Rozich, founder of Wheels Up Sales and Marketing, discusses common mistakes early-stage founders make when going to market—particularly 'Founder's Disease,' where entrepreneurs lead with product features instead of customer value. He covers CRM implementation, value-based email messaging, discovery call methodology, and how AI tools should support rather than replace human sales judgment.

Leadership, Resilience, and Sales Mastery | Rich Makover, Ep 16

Leadership, Resilience, and Sales Mastery | Rich Makover, Ep 16

Rich Makover, a fractional Chief Revenue Officer and executive coach at TechCXO, discusses his journey from Penn State lacrosse player to CPA to sales leadership at Avon and beyond. He shares insights on hiring athletes for sales roles, the importance of resilience over winning, situational coaching methodologies, and his transition to fractional leadership and executive coaching, including his decade-long mentoring program for Penn State lacrosse.

Mastering UK-US Market Entry from Either Side of the Pond | Marc McCarthy, Ep 13

Mastering UK-US Market Entry from Either Side of the Pond | Marc McCarthy, Ep 13

Marc McCarthy, founder of Pro Consult IQ, discusses the complexities of B2B software expansion between UK and US markets. He covers cultural sales differences, regulatory considerations across US states, the importance of hiring locally, and strategic decisions around partnerships versus direct market entry. McCarthy emphasizes that shared language creates false assumptions about ease of expansion, and successful cross-Atlantic growth requires understanding time zones, legal frameworks, pricing strategies, and customer expectations that differ significantly between markets.

Winning Strategies from Gridiron Grit to Healthcare Innovation | Jay Kleinman, Ep 05

Winning Strategies from Gridiron Grit to Healthcare Innovation | Jay Kleinman, Ep 05

Jay Kleinman, a 30-year healthcare sales and business development veteran, discusses how lessons from playing D1 football at Auburn under Pat Dye shaped his approach to building commercial teams for early-stage healthcare companies. He covers segmentation strategy, discovery-based selling, and the transformation of elder care through digital health and telemedicine adoption accelerated by COVID-19.

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