DiscoveryCoach.io

Teams hire me to run Discovery Workshops. You're welcome to learn more at www.DiscoveryCoach.io

Founder

AlphaSense

Sales Enablement Manager

CB Insights

“On a team level, you've created a culture around sharing best practices, constructive feedback, and active learning and development that never really existed before. Through the 'salescoaching' slack channel, call reviews, group coaching sessions, etc. The 'discovery call guide' and 'coaching channel' are both gold mine references to help prep for calls. On an individual level: I've shared this before and I know it's been communicated in a leadership setting, but our coaching sessions have leveled up my game to the nth degree. You've worked with me on deals that have gone on to close as a direct result from emails you've helped me draft, strategies we've talked about, calls that we prepped for, etc.” 

-- AE @ CB Insights

Enhancing the skills and effectiveness of our revenue organization through sales playbooks, 1:1 coaching, group training, and overall go to market strategy for business growth

Lead Revenue Enablement Manager

Providing predictive startup and emerging tech signals to private equity, venture capital, corporate strategy, corporate innovation, digital transformation, and market research teams so they stay ahead of their build, buy, and partner strategies.

Senior Sales Training Manager

Sentieo

Provided unstructured data insight for some of the world's most successful Hedge Funds and Equity Research teams.  

Firms include:

Incline Global, 
Palestra Capital, 
Millenium Management,
Goldman Sachs. 

This resulted in onboarding new logos onto the platform, helping them uncover data points they would have otherwise missed.

Enterprise Account Executive - Hedge Funds

Axial

Enhanced deal origination strategies for Private Equity Firms and Family Offices, allowing them to unearth new opportunities from lesser-known sources.  

I’ve helped some of the world's largest investment firms with their deal origination strategies including:

Summit Partners, KKR, Goldman Sachs, Kelso, Sterling Partners, Freedom 3 Capital, & Guggenheim 
Private Debt.

In addition, I launched Axial's Private Debt initiative, personally generating 75% of Private Debt client revenue for the firm, further enhancing their deal origination strategies.

Senior Account Executive & Team Lead - Private Equity & Private Debt

Account Executive - Private Equity Origination

Deloitte

Senior Associate - Hedge Fund Practice

Morgan Stanley

Associate - Financial Control Group - Wealth Management

KPMG LLP

Associate - Risk Assurance - Media Practice

With over 10 years of experience in business development, I coached over 1,200 sales professionals master the art and science of discovery. As a Sales Enablement Manager at AlphaSense, I build strategies and tools to empower 100+ sales reps to effectively sell to Hedge Funds, Private Equity, and Investment Banking clients. As a founder of DiscoveryCoach.io, I leverage my domain expertise and coaching skills to deliver customized discovery workshops for teams and individuals across the globe. I am passionate about helping salespeople uncover their prospects' pain points, goals, and decision criteria, and align their solutions with their value proposition.

So, I started to get out there and date again.

I'm single (for the record...)

And guess what?

I get rejected on dates.

I know, I know, hard to believe.

A girl recently told me, "I'm not feeling it."

"That's great," I responded.

"That's great?" she asked. "Why is that great?"

I replied, "Because why would either of us want to spend time with the other if one isn't feeling it? A 'no' is more than welcome."

She laughed and appreciated the response.

Why am I sharing this?

It's not to get a date lol.

It's because as we all know, sales works the same way.

Why would we want to spend time with someone who is not really looking forward to spending time with us?

Granted, in sales, we can ask more questions about their hesitations and so forth (not appropriate for early dating), yet the point is the same.

It's better for our mental health, and much better for our positive energy.

Where focus goes, energy flows.

Get out there and keep moving forward.

Stay curious, 

Charles Muhlbauer

Still have not gotten your contract back?

Here is an end of quarter tip for you...

This email always got responses from prospects who owed me a contract.

------

Hi Bob-

Can I ask you for some advice?

I have a meeting with my CRO this week morning.

She was originally expecting the agreement back by the end of this week.

As I'd rather be more accurate than optimistic, should I tell her that we are still in good shape to finalizing the agreement, or should I tell her it might be delayed?

Thanks for your help on this,

Charles

------

Feel free to tweak and make your own.

P.S. AEs are grabbing all my insights here - https://lnkd.in/ewhJGHkc - and becoming Discovery Masters

I started making cold calls for an AE I coach.

The AE is having trouble getting into an account, so I want to help.

I am currently not an AE.

But on our enablement team, NONE of us are afraid to walk the walk.

Are you?

Stay curious.

I don't always post about prospecting, but when I do, I say this...


Prospect until you get a response.

Too many salespeople give up on accounts.

They give up because 'no one responds to their email or picks up the phone.'

If you like the account, find a way.

Find a new

1. connection
2. intro
3. alma matter

or prospect in a different time slot!

Change something, and keep going.

'No response' means nothing more than that.

Charles, I’ve tried to get in touch several times but haven’t heard back from you.

No prospect on planet earth would want to respond to this.

Stay curious.

"Pretty much all the way up until this year, I've always felt and feared the bad things that are going to happen more than believing the good things are... 

But now I truly have a belief that good things are going to happen. 

I'm reminded of my mom saying, you're going to be someone great."

- Wyndham Clark

----------

I don't know much about Golf, but

I am busy watching the second season of 'Full Swing' on Netflix.

The mindset transformation that Wyndham Clark worked on with a sports therapist allowed him to win the U.S. Open last year.

He was a wreck the year before.

In 2022, he was ranked 163rd in the world, but by the end of 2023, he had climbed to the 10th spot .

His statement above says it all.

------------------

How many of us believe that more bad things are going to happen to us than good things are?

Why do we believe that way?

How many of us think that way about out careers or about sales?

Let's change.

Let's follow in his footsteps and believe that good things CAN happen and WILL happen if we think of the good MORE than the bad.

Stay curious,

P.S. You're all welcome to follow me for Discovery advice.


AE Brain ➡ "I am obsessed with my product and what we do."

Then this happens...

Prospect Brain ➡ "I could not are less about you or your product."

----------

👉Change your mindset to:

----------

AE Brain ➡ "I am curious about YOU and how I MIGHT help you."

Then this happens...

Prospect Brain ➡ "I am obsessed with me and how you might help me."

---------

Stay curious.


"I went to a restaurant last night, and I got the bill and they charged me a COVID fee,"  said Sebastian Maniscalco. 

"I asked the guy. I go, ‘What’s the COVID fee?’ 

He goes, ‘Yeah, well, we gotta wipe down the menus.’ 

"Wipe down the menus?" Sebastian asked. 

"You’re charging $3 to wipe down your own menus? Before COVID, what, you just brought out the menu with spaghetti sauce on it?"

You might ask yourself 'Why is Sebastian complaining about $3? He has plenty of money." 

(even though his question was hysterical)

It's simple.

People pay for what they value and what makes sense to them.

Not what you value and what makes sense to you.

Stay curious.


Want to know how to convert more cold calls, emails, and DMs into booked meetings?

Excited to be sharing tactical advice with this STACKED guest list.

Will Aitken
Sara Plowman
Jed Mahrle
Sarah Brazier
Hamish Stephenson 🦘

We're being put in the hot seat to give you fresh ideas on how to 

1. Increase your cold email reply rates, 
2. Personalize cold calls at scale, and 
3. What DMs are actually getting responses. 

What You'll Learn:

1. What copy gets 5%+ reply rates on cold emails
2. Creative strategies to add to your LinkedIn sequence
3. How to convert more dials into meetings

Join us!

content.sellbetter.xyz • 1 min read

Prospecting Masterclass: A Guide to Effective Cold Outreach

Here's something cool about Discovery.

The slower you go, the better it works.

There is no reason to rush Discovery.

In fact, rushing it makes it worse.

So if you feel like you have to think out loud...feel free be like:

AE: "So Bob....I guess...just thinking out loud here...not sure I'm asking this correctly so correct me please...but it feels like...the problem is not as much X as it is Y...am I way off?"

That sentence question easily take 25 seconds:)

If you Discovery slowly, you'll prosper uncontrollably.

Stay curious,

Charles

𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧: Do you believe that if a prospect does not have budget for your offering, that it secretly means it's not a priority? Or not necessarily?...

Taplio

Charles Muhlbauer's Linkedin Analytics

🤟Charles Muhlbauer

What is Charles talking about?

Who is engaging with Charles

🤟Charles Muhlbauer's Best Posts (last 30 days)

Want to drive more opportunities from LinkedIn?