Collection
Sales & discovery calls
The B2B sales canon — the questions that size the problem, surface its value, and map the buying committee on a live call.
“If this doesn't get solved, what does it lead to?”
Best in a sales call
From Neil Rackham · Author of SPIN Selling; founder of Huthwaite
“If you could fix this, what would that make possible?”
Best in a sales call
From Neil Rackham · Author of SPIN Selling; founder of Huthwaite
“What's the biggest challenge you're facing right now?”
Best in a sales call
From Chris Voss · Former FBI lead hostage negotiator; author of Never Split the Difference; founder of The Black Swan Group
“What if the real bottleneck is upstream of where you're looking?”
Best in a sales call
From Matthew Dixon & Brent Adamson · Authors of The Challenger Sale
“Besides you, who else needs to be on board for this to move forward?”
Best in a sales call
From MEDDIC sales methodology · B2B sales qualification framework originated by the PTC internal training team (incl. Dick Dunkel & Jack Napoli) in the 1990s; documented by MEDDIC Academy