About The Heart of the Sale: How To Close More Deals With Disciplined Discovery by David Morse
How do the top 1 percent of sales professionals consistently close the biggest, most complex deals?
They don’t wing it. They master Disciplined Discovery.
In The Heart of the Sale, enterprise sales leader David Morse breaks down the most underrated phase of the sales cycle and shows you how Disciplined Discovery is the difference between fictional pipeline and real revenue.
You’ll learn how to:
– Run more effective sales conversations from day one
– Ask the right questions at the right time by mastering the Magnificent 7 question types
– Build trust and urgency with senior level champions
– Build winning business cases that inspire executive buyers to say “yes”
– Detect risk before it derails your deal
Whether you’re a new rep learning the ropes or a seasoned closer sharpening your edge, this book delivers straight-talking, actionable, proven advice from a battle-tested veteran with $2B in enterprise sales.
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Author Bio:
David Morse (aka “D-Mo”) is a 20+ year veteran of the enterprise software trenches. He and his teams have closed more than 2 billion dollars in revenue and drove three acquisitions and an IPO.
He’s done and led most of the customer-facing jobs you can do – sales, marketing, product, customer success – from individual rep to global Chief Revenue Officer. From startups to multi-billion dollar enterprises, David’s seen – and sold – it all.
Prior to his software career, David was a US Marine Corps infantry officer and Harvard MBA.
David is also a comedian and rapper who has trained at Second City, ImprovBoston, and Freestyle Love Supreme Academy (founded by Lin-Manuel Miranda, creator of Hamilton) and made audiences across the US and Europe convulse with laughter.
David aims to help enterprise sellers close more deals, make their customers wildly successful, achieve their personal and professional dreams, and have a lot of fun along the way.