Book Review “Still Underrated” by Mario Krivokapic and Naom Tamari-Wekser

How to conduct stunning discovery calls

Gunnar Habitz

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Since moving into the sales profession, I read books from gurus with the secret formula how to close. Who doesn’t remember actor Alex Baldwin in the movie Glengarry Glen Ross where the phrase “always be closing” (ABC) has been aggressively demonstrated?

To be successful in sales, we need to start at the very beginning. “Opening is the new closing” — as Tony J. Hughes summarised Anthony Iannarino ‘s book “The Only Sales Guide You’ll Ever Need”. And the most important and overlooked part is the discovery call.

This is where the new sales book “Still Underrated — A Complete Guide to the Discovery Call” from Mario Krivokapic and NOAM TAMARI-WEKSER fills a gap worth closing. So many sales reps across the globe seem to skip this critical instrument in their arsenal of sales tools despite it is often the “make or break” element to progress a deal — or get lost.

Mario Krivokapic is an executive coach specialised in organisational transformation and revenue architecture with over 25 years of experience guiding businesses toward substantial growth. Having mentored more than 300 startups, his coaching experience includes NLP and other techniques to shape the future of business leadership, one CEO at a time.

His co-author Naom Tamari-Wekser implements advanced sales methodologies resulting in solutions that remove barriers to maximise growth. He also buys and sells companies applying his growth engine approach.

Being both equipped with a growth mindset, the authors recognised the importance of the discovery call early on in the buying journey of B2B sales processes. In his foreword, expert author Justin Michael repeated what most companies tell Gartner in surveys: “The salesperson simply did not understand my issues.” To solve this dilemma, the book covers the topic across six detailed chapters: General Guidelines set the scene, followed by a practical chapters answering when to run the discovery call. The third part gets into the nuts and bolts of Marketing Qualified Leads vs. Sales Qualified Leads before discussing the right timing.

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Gunnar Habitz

Content Creator for Social Selling & LinkedIn, author of "Connect & Act", Leadership Mentor and Board Director. Writing here and on www.gunnarhabitz.com.au