Podcasts about discovery questions

This episode delves into the meticulous process of designing your personal and professional goals for the upcoming year. Discover how to draft a comprehensive blueprint that outlines your aspirations, sets actionable milestones, and builds a solid foundation for success. Whether you're aiming to advance your career, enhance your well-being, or embark on new personal endeavours, Warren and Paul provide the strategic insights and practical tools you need to construct a fulfilling and prosperous 2025. Start laying the groundwork for your best year yet with expert guidance from The Finance Geeks! ========================== Chapters: 0:00 - Intro 8:47 - The Focal Point: Planning 2025 - Making it your best year yet! ========================== Follow us our our social media channels: Instagram: https://www.instagram.com/thefinancegeekspodcast/ X: https://twitter.com/TheFinanceGeeks YouTube: https://www.youtube.com/@thefinancegeeks ========================== Podcast Reference Links: ibai.london - Restaurant https://ibai.london/ https://www.instagram.com/ibai_london/ Planning Your Adventure – Living Life To The Full https://planningyouradventure.co.uk/ Discovery Questions.pdf – Tandem's Discovery Questions. https://tandemfp.sharepoint.com/:b:/s/Tandem/EU6FbHihENFEpxTHDwY0K0cBdgVuJ6iU-62aTBWHuUcAeg?e=LzK7kS What Are Your Values? - Deciding What's Important in Life – What are values? https://www.mindtools.com/a5eygum/what-are-your-values What are Values? - Ethics Sage https://www.ethicssage.com/2018/08/what-are-values.html Virtue - Wikipedia https://en.wikipedia.org/wiki/Virtue   This show is designed to be informational only and does not constitute investment or financial advice. Please contact a regulated financial adviser before taking any specific action. #GoalSetting #AchieveYourGoals #SuccessPlanning #2025Goals #YearAhead #PersonalDevelopment #ProfessionalGrowth #CareerGoals #LifeGoals #FinanceGeeks #UKFinance #FinancialPlanning #Prosperous2025 #WealthBuilding #SelfImprovement #KnowYourOutcome #BlueprintForSuccess #MapYourGoals #StrategicPlanning #GoalBlueprint #PlanForSuccess

To get the most out of discovery you need strong research, great questions, and a point of view.As a top-performing AE who made President's Club 5x, Brian LaManna has developed a unique discovery framework that does all that and more and he's sharing it with you.He's also breaking down his process that gets to the heart of prospects' pains, giving away some of the tactical resources he's developed to help you avoid common discovery mistakes, and showing how to structure discovery meetings – with agenda examples you can steal. You'll Learn:How to run a kick-ass discovery process that sets your deal up for successWhat two relevant observations you must research before the callThe questions you need to ask, and the ones to stop askingThe Speakers: Will Aitken and Brian LaMannaIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Gong, Nooks and Aligned

With a few simple tweaks to your discovery process, you can see an immediate increase in your win rate. In this Daily Sales Show episode, Troy Munson and Sophie Allen are joining us to share how they've dialed in their discovery game with a questioning strategy that helps you go deeper with your prospects and as a result, close more deals.You'll walk away with fresh ideas, frameworks, and actual questions you need to get more wins. Plus, you'll learn a follow-up strategy that provides high-value info to keep them interested and keeps you top of mind.You'll Learn:Top discovery questions and common mistakes to avoidHow to stay on top of the prospect who values and wants your offerFollow-up techniques and why they workThe Speakers: James Buckley, Sophie Allen and Troy MunsonIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Zoominfo

ACTIONABLE TAKEAWAYS Instead of focusing on quantifying pain, ask deeper questions about the problem's origins and previous solutions, this will naturally reveal the impact Find out if the problem is known and cared about across the company or just by one person Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to share the impact without feeling pressured Position involving decision-makers as beneficial for them, making it easier to get in front of power PATH TO PRESIDENT'S CLUB Founder @ DiscoveryCoach.io Sales Enablement Manager @ AlphaSense Lead Revenue Enablement Manager @ CB Insights Senior Sales Training Manager @ CB Insights RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Discovery isn't just a sales stage. It's a process you must follow through the entire sales cycle to gather the information you need to move deals to the finish line. Listen to this Daily Sales Show episode to learn how to reverse-engineer and collect the precise data points you need for closing deals. You'll also get key questions you can ask across the entire cycle to improve your win rate. You'll Learn:Key discovery questions to improve your win rateCrucial data points you need to close the dealHow discovery changes throughout the sales cycleThe Speakers: Leslie Douglas and Tom SlocumIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Gong and Magical

In this week's Cash Call, Brian Curtis and I dive deep into the secrets of effective sales calls, dissecting a real phone call made by an ISA on Brian's team. We uncover the importance of a strong introduction script and why you should avoid asking if the person is the intended contact. We also explore the power of building rapport and asking the right discovery questions to gather information effectively. Our discussion highlights how to streamline live transfers using group texts or Slack channels to notify available agents promptly. Don't miss our teaser for the next episode, where we'll tackle handling callers who refuse to pay a buyer's agent. Tune in for actionable insights and strategies to elevate your real estate sales game!

FOUR ACTIONABLE SALES TAKEAWAYS Avoid interrogating the prospect with surface level questions, use vertical questions to get deeper and give meaning to your questions Try to avoid putting words into your prospect's mouth or leading them with stereotypical sales questions that make them feel trapped Aim to uncover the prospect's situation, problems, and impacts with questions like "Why did you take the call?", " Recap what you've learned and give back by sharing a story or a very short "harbour tour demo" RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Early access to The Book on Cold Calling

Jan and Jillian Yuhas, identical twins, are the co-authors of the new book Boundary Badass and they're on a mission to help people navigate the intricacies of interpersonal dynamics. With their background in psychotherapy and family mediation, the Yuhas twins are committed to resolving relationship disconnects, and as business consultants, leveraging their insights to assist companies in establishing thriving workplace cultures. They describe their new book as a transformative journey designed to empower readers to voice their value, fulfill their emotional needs, and cultivate valuable connections through mastery of setting boundaries.

Nothing matters more in discovery than your ability to get to the root of a prospect's problem. That's why Sarah Brazier is breaking down her top 5 most powerful questions and how to ask them in a way that cuts through the fluff and exposes the #1 thing they want to solve. You'll also get proven strategies to slow down your question pace, stay in control of the call, and seamlessly shift the conversation toward next steps. You'll Learn:Effective ways to prepare for a discovery meetingHow to effectively structure call flow and pace yourself5 questions to ask to reveal their pain pointsThe Speakers: James Buckley and Sarah BrazierIf you want to catch The Daily Sales Show live, join here:https://hubs.la/Q01yLCGf0Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Explore our YouTube Channel:https://hubs.la/Q01N39ks0

Discovery questions shouldn't have to be tough to ask.If you understand a few key techniques for turning those questions into rapport-building moments.In this Daily Sales Show episode, we'll go over the techniques discovery pros use to approach tough questions more confidently to build meaningful relationships with prospects and close more deals. You'll Learn:Why question formulation is a crucial discovery skill7 ways to ask difficult questions effortlesslyHow to be confidently direct with your questions The Speakers: Leslie Douglas and Charles MuhlbauerIf you want to catch The Daily Sales Show live, join here:https://hubs.la/Q01yLCGf0Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Explore our YouTube Channel:https://hubs.la/Q01N39ks0

"Don't waste the most important part of the sales cycle by doing it wrong. Master this skill of asking short, hard-hitting questions just like Barbara Walters. " - Andrew Monaghan in today's Tip 1690 Do you ask short discovery questions? Join the conversation at DailySales.Tips/1690 and learn more about Andrew! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

Join Dale Archdekin and Brian Curtis on Smart Sales Coaching! Explore powerful discovery questions and adapt seller conversations. Don't miss this game-changing Cash Call episode!

One wrong discovery question can tank an entire deal.But most reps gloss over how important the discovery process is. Brian LaManna (Senior AE at Gong) and Hannah Ajikawo (CEO and Founder of Revenue Funnel) have spent their sales careers perfecting their discovery process.In this Daily Sales Show episode, you'll learn their strategies for asking the right questions at every point in the sales funnel. You'll Learn:Specific questions to add to your flow Ways to create value with your questionsHow discovery changes throughout a sales cycleThe Speakers: Sydney Senior, Hannah Ajikawo and Brian LaMannaIf you want to catch The Daily Sales Show live, join here:https://hubs.la/Q01yLCGf0Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Explore our YouTube Channel:https://hubs.la/Q01N39ks0

Join Dale Archdekin and Brian Curtis in this week's Cash Call episode as they uncover the art of crafting impactful discovery questions. Learn the power of GREAT question asking and how to formulate queries for optimal results. Tune in for expert insights and live call reviews that will revolutionize your sales strategies. Don't miss this episode packed with techniques for asking the right questions!

SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

This week the bodies of the three victims are discovered and the police begin the investigation. #truecrime #truecrimepodcast #westmemphisthree #wm3Join the Coffee ClubFacebookPatreonPlease check out this weeks sponsors:BlendJet 2:Use my special link https://zen.ai/deathcast to save 12% at blendjet.com. The discount will be applied at checkoutChinese Teacher Jessica: https://tinyurl.com/tcjessicaThe Deathcast is a production of Corpse Creek Publishing and Big Pond Podcasts#truecrime #TheDeathcast #Truecrimepodcast #WESTMEMPHISTHREE #WM3

Our thoughts can and do own us. There are many ways to get ahead of that mind of yours, but you must do the work to get there. This generally leads most to ask: How? In today's Mindset Reset, Lauren from South Carolina wrote, “Danielle, I've heard you talk about breaking everything down into facts when you are going through a hard situation. I believe you said it's important to ask questions to find the facts, but honestly, I'm struggling with the questions! Maybe that sounds dumb, but I don't know what to ask. I can come up with facts, but even then sometimes I feel like they aren't facts. They are opinions or how I feel about the situation. Can you help me with the questions to make the process easier?” Discover how to get below the surface of any situation and down to the facts by asking the right questions! Love this mindset reset and want to keep the inspiration and conversation going? Send your request to getyourlifetogethergirlnow@gmail.com. Join the 25 K members on Instagram, Facebook, and Tik Tok who are engaging in their own life revolution daily. Like this show? Please leave us a review here – even one sentence helps! Also, please post a screenshot of you listening on Instagram & tag us so we can thank you personally! Sign up for the Get Your Life Together, Girl Insider Email here! Still looking for more? Visit: www.getyourlifetogethergirl.com and the Get Your Life Together, Girl personal development blog. Join THE GET YOUR LIFE TOGETHER, GIRL COMMUNITY.  Sign up for the NEW GET YOUR LIFE TOGETHER, GIRL WOMEN'S CIRCLE MEMBERSHIP! CHECK OUT www.getyourlifetogethergirl.com/womens-circle for more information.

Discovery moves the needle and drives deals. Have a great session, you'll get great results.But rocking out at discovery means you have to slay with your questions - and not all questions are created equal.In this episode, you'll learn how to use specific, proven discovery questions that unlock productive answers. You'll get discovery processes the experts use to drive deals forward and keep their pipeline stocked full of profitable opportunities.You'll Learn:Specific discovery questions you should start including right awayHow to easily execute profitable discovery processesHow to level up your discovery questions, from the experts themselvesToday's Speakers: James Buckley, Jen Allen-Knuth and Jacki LeahyIf you want to catch The Daily Sales Show live, join here:https://hubs.la/Q01yLCGf0Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Explore our YouTube Channel:https://hubs.la/Q01N39ks0

Discovery is all about asking questions and getting answers - but if you don't ask the right, relevant, and substantive questions, you'll only get the wrong answers (or none at all).In this show, we'll help you remove the fluff from discovery and keep your process on track. You'll get techniques - including top questions to ask - that'll help you find and win over any financial buyer.You'll Learn:The critical discovery questions that lead to strong closesTop questions to convince financial buyers and encourage them to actHow to add substance to - and remove fluff from - your closing processesToday's Speakers: James Buckley and Belal BatrawyIf you want to catch The Daily Sales Show live, join here:https://hubs.la/Q01yLCGf0Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. Today, he talks about why sellers have to ask tough questions and how to have fun while you're at it. He shares some tactics to get to these tough questions, from a humbling disclaimer (aka disclaimer sandwich) to ask for permission to ask the question directly, as well as his top 3 takeaways that make discovery better.HIGHLIGHT QUOTESBe mindful of your tone and your confidence on a call - Charles: "Two things. One, when I'm having a coaching session with an AE and they're talking to me differently than how I hear them on the call, I'm going to ask them straight up, why do you talk to me differently than when you talk to a prospect? Your tone is very calm". You can find out more about Charles in the links below:LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/Website: https://www.cbinsights.com/ Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.com

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. The best discovery is the one where you ask prospects about things that are left unsaid. Charles shares how to utilize tone and the power of recapping to gain clarity and insight into what your prospect really means.HIGHLIGHT QUOTESBe mindful of your tone and your confidence on a call - Charles: "Two things. One, when I'm having a coaching session with an AE and they're talking to me differently than how I hear them on the call, I'm going to ask them straight up, why do you talk to me differently than when you talk to a prospect? Your tone is very calm"."You're treating me like somebody you know. You're much more casual, still professional... I find that the AEs that perform really well...  sound just the same on the phone as they do when they're talking to me. There is no difference. And so the tone is a big thing.Recap what your prospects just said to gain clarity- Charles: The second thing... when paying attention to things that are unsaid, which are sometimes the most important, the way to help get there is to recap. and there are AEs that are afraid to recap because they are afraid to indirectly communicate to the prospect that they don't understand something." You can find out more about Charles in the links below:LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/Website: https://www.cbinsights.com/ Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.com

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. The upfront contract is a tricky thing as many sellers end up asking for too much when they haven't provided the prospect any value yet. Charles shares the ways you can deliver it so that the prospect feels comfortable enough to tell you no.HIGHLIGHT QUOTESThe upfront contract gives your prospect an out from the conversation - Charles: "There are really kind of one of two outcomes from this conversation. Either one, you say, Charles, this conversation was garbage, totally useless, not interested, thanks but no thanks. Or it's compelling enough to talk further and see whether or not there could be something here." You can find out more about Charles in the links below:LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/Website: https://www.cbinsights.com/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.com

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. Discovery can seem like a seller ticking boxes of questions. Charles shares how to make the conversation flow by taking your prospect's answers and contextualizing them back to them. He also gives tactical advice on being accurate rather than optimistic and how this takes the pressure off of the prospect to be upfront about "no."HIGHLIGHT QUOTESBase your questions on what the prospect just said - Charles: "You can have the best discovery questions on planet Earth, but if your discovery questions are not based on what the prospect literally just told you, it will be an interrogation."Get a reply by being accurate rather than optimistic - Charles: "The main reason a prospect will ghost you is that they are afraid to tell you no. So I love always telling the prospect I'd rather be more accurate than optimistic here. It's okay to tell me no, don't worry about it. I'll say it all day." You can find out more about Charles in the links below:LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/Website: https://www.cbinsights.com/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.com

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. There are 4 triggers during discovery that alert sellers that they should stay and keep asking questions. Charles shares what these triggers are and how you, as sellers, can stay curious and STAY in the conversation.HIGHLIGHT QUOTESKeep the mindset of curiosity and stay there - Charles: "It's a mindset and the mindset is I want to complete, as an AE, I want to completely forget about myself totally and I just want to stay in curiosity land. And for people who have trouble being curious, I tell them to try to act as if the person that is telling you something is telling them something that's one of the most interesting things they've ever heard of in their life, and stay there." You can find out more about Charles in the links below:LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/Website: https://www.cbinsights.com/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.com

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. During discovery, you want to make prospects think about problems. But to get to this conversation, you must create trust first. Charles shares the roadmaps he uses which aim to gain the trust of the prospect.HIGHLIGHT QUOTESThe roadmap for gaining trust through teaching - Charles: "Team them something first which is problem-related. So I'm a big fan of roadmaps. I love roadmaps. So roadmaps to ask a question, roadmaps to answer a question, followed by asking another question, etc. So the mini roadmap is one... sharing context, two sharing insight, three humbling disclaimers, and four asking an open-ended question to what extent." You can find out more about Charles in the links below:LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/Website: https://www.cbinsights.com/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.com

This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. Discovery is the foundation of everything in the sales process and Charles shares his insights on the differences between qualifying questions and discovery questions. He provides examples that show how qualifying is all about finding a fit to talk more while discovery questions make the prospect think.HIGHLIGHT QUOTESMake comp plans simple and data accessible - Charles: "Discovery gives you the AE a chance to give the prospect the ability to think. That's why discovery is everything you're allowing the prospect to think about how they're doing things today. To think about an insight that you found that might surprise them." You can find out more about Charles in the links below:LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/Website: https://www.cbinsights.com/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.com

This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. He rounds out the discussion on how to perform problem-based discovery by providing tips and tactics on notetaking, asking about the cost of staying the same, and learning how to save some of your questions for the demo.HIGHLIGHT QUOTESDon't just sell a better future as people change because of the NOW - KD: "The cost of staying the same. These are also great discovery questions. So what happens if nothing changes? What happens if this is still a problem a year from now? What is this costing you right now? What would be better after? That's fine. We want to talk about what it's causing now."Ask the minimum amount of discovery questions so you can ask more during the demo - KD: "Keep your powder dry. Save some questions for the demo. So often, every once in a while, someone takes me through a great discovery but then they ask nothing in the demo because they asked all of their questions. Discovery can be 7 to 10 questions." Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.com

"Don't waste the most important part of the sales cycle by doing it wrong. Master this skill of asking short, hard-hitting questions just like Barbara Walters. " - Andrew Monaghan in today's Tip 1423 Do you ask short discovery questions? Join the conversation at DailySales.Tips/1423 and learn more about Andrew! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

As I sit here today recording the last podcast episode of 2022, I'm excited to be coming up on my 2-year anniversary of hosting A Life You Love: Sales Tips with Jennifer Fisher and I want to say a huge thank you to all my listeners who have supported me throughout the last 2 years. I'm very humbled by the support and amazing feedback I've received – thank you, thank you, thank you!As I reflect on this past year, I want to take the time to highlight a few of my top episodes from 2022. The first one is The Art of Discovery Questions, Episode 65Next up is my episode on A Beginner's Mindset, Episode 51Lastly, I want to showcase my episode on Creating a Sales Movement, Episode 66As I close this week's podcast, I want to thank all of you, my awesome listeners for an amazing 2022. I hope you have a Happy New Year and I look forward to all that 2023 has in store.Let's connect on LinkedIn

The discovery call is arguably the most important part of the entire sales process because it's your chance to uncover what will influence your customer to buy. Which can be done by asking the right kinds of questions, in the right way and at the right time.On this episode, Hannah dives into Discovery 101 and walks you back through the basic foundation of what makes a successful discovery and how you can prep for your next call with a plan and a mission to make an impact and connect with your customer.Email us at winmoresalespodcast@gmail.com

On this episode of Another Way To See It, the coaches ask some of their favorite self-discovery questions.  Self-Discovery Journal Prompts: 1. What are the 3 things I would like to improve about myself?2. If you could solve one major problem in the world what would it be?3.  What resources in my life do I have that support my personal growth?4. What values do I have that guide my personal decisions? 5. What ways can I better my life in the next month? 6.  What accomplishment in my life am I the proudest of?7. How do you speak to yourself in your mind? 8. What is a hobby or passion that you loved but gave up on and stopped doing?9. If I could eliminate one time-wasting habit what would it be? Coaches:Tara Jones -https://www.makiarising.comhttps://www.instagram.com/makiarising/ Randy Poindexter-https://www.instagram.com/the.randy.lee/https://www.redesignyourinternalblueprints.com/about Kim Moran-https://www.kimmorancoaching.comhttps://www.instagram.com/kimcalifornia/ Art: Podcast Art by STC Factory-https://www.stcfactory.com Original Music-Patience- by Owen Stinsmuehlen-  omanstinsy@gmail.com

Be your customers' shrink and get them thinking about themselves! There are two types of questions, discovery questions and provoking questions. Using these properly in sales and marketing is how to get your customers to think and self-reflect. Effective questions get the customers to think about things differently, consider other options, and to shift their point of view.  The whole sales call or presentation's turning point is when the customer says to you or to themselves “Wow, I never considered that before” or “I've never thought about that” or “I never realised that was possible” or imagine if they said “No one has never asked me that before.”  That is exactly what we should try and achieve in our marketing and sales calls from now on.  It is based on the quality of your question. Most of us are good with discovery questions often without knowing why. What is a discovery question?  Discovery Questions  Discovery questions focus on “WHAT.”  Discovery questions are designed to identify existing needs, problems, customer pain points, customer's goals etc. Discovery questions are designed to get to the known, to ferret out what the customer knows about their environment. Here are some examples: What are you challenged with? What are you trying to accomplish? What happens when you miss XYZ? How will you be measuring success? What have been the results to date? Are you happy with your current environment? What tools are you using? Discovery questions target the known.  Our goal is to “discover” what is happening with the client to understand their world and offer a solution to their problem. Discovery questions are great questions that provide the context we need to begin formulating a solution. Normally, however, not the best solution. Why? Because discovery questions don't go far enough. That is the point of provoking questions! What is a provoking question?  Provoking Questions  Provoking questions take questioning to the next level.  Provoking questions are designed to challenge the customer to get them thinking in ways they hadn't thought before. Provoking questions are questions designed to get deeper into the thinking processes and the logic behind their choices. Provoking questions target what is and was behind the decisions of your customers and prospects. It provides insight into what the customer or prospect knows, what they don't know and what they will prioritise to make their decisions.  Provoking questions help you and your customer or prospect evaluate what they are doing and why. Here are some examples: Were you aware that . . . ? Did you know . . . ? Have you considered . . . ? Can I ask why you . . . ? Have you seen . . . ? Would you . . . ? What was the motive behind . . . ? Provoking questions get the customer or prospect to think. Effective questioning enables the customer to put unambiguous definition and great clarity around the issues and opportunities they are trying to address. To be able to respond to great questions, the customer has to put structure, definition, and priorities around what they are trying to achieve. Great questions can help the customer think about how they will make the decision. Ask provoking questions AND discovery questions.  Go deep, get to what and why. Challenge your customer or prospects to self-evaluate.  The more YOU get them thinking about their choices and why they are doing what they are doing, the more they're going to come to you for direction and guidance.

Episode #65 - The Art of Discovery QuestionsIn sales, it's normal to spend hours rehearsing for an upcoming demo and fine-tuning the deck. But when it comes to the discovery call, many of us assume we can wing it. Well, think again. You'll need a set of discovery questions planned out before the call.It's strange because the discovery call is how we uncover critical information early in the sales cycle. Details like use cases and a prospect's fit for our solution help us prioritize our deals. The risk of doing it poorly or not at all is getting stuck in “the land of no decision” with the deal and your quota on the line. You can try dragging both across the finish, but even the best salesperson can't persuade a prospect to buy a solution and use it if it's not a good fit.That's why it's so important to ask the right discovery questions at this crucial step in the sales process.We all love winning business, right? Closing calls are sexy. They're the calls where a deal gets moved across the finish line, contracts get signed, and commission checks go right into your pocket.To get there, however, you'll first need to take your prospect through the entire sales process — beginning with a discovery call.A discovery call helps you gather information about the prospect by directly talking to them and asking them questions. Such information includes the prospect's objectives, priorities, and pain points. With discovery calls, you can see whether you and the prospect are a fit for each other. Then you can decide whether you want to sell to them and how. It's the first step in the sales qualification process.In many cases, the discovery call is the most important step in the sales process. It sets the tone for the entire relationship, both pre-and post-sale. Either you'll be able to establish a relationship, or you'll be stuck playing catch up.You could have deals that would normally be relatively standard, but because you didn't dive deep in discovery, they ended up being unduly complex. The importance of the discovery call can't be overstated.The main purpose of a discovery call is to determine whether you and your potential buyer are a good fit. In layman's terms, it's an interview to understand your buyers' pain points, goals, and priorities so you can effectively sell to them.I consider the discovery call the most important conversation in the entire sales process. It sets the pace of your deal and determines how everything else unfolds in the sales process.If you carry it out correctly, you'll form a trusted advisor relationship with your prospect.If you, do it wrongly, your prospect will ditch you and pick the next available option. Discovery calls are crucial for sales professionals to understand the details of a prospect's situation. Luckily, most prospects are okay with participating in a discovery call, as long as it's not an interrogation.Here are some benefits of the discovery call.1. Prospects will better understand your business and product.2. You will have a chance to show you're invested in their success.3. This is your opportunity to gauge your chances of winning their business.By investing time and energy in creating a great discovery call, you'll know for sure whether your prospect is a good or poor fit for your product or service. This will ensure you only spend time on the prospects who are more likely to close, allowing you to exceed your quota and become a standout performer on your team.Thank you so much for listening to, A Life You Love: Sales Tips with Jennifer Fisher – I look forward to continuing the conversation next week.Now go LIVE, the sales life you love! 

You need a friend who helps you interpret your scars.Get to know your friends better with these Discovery Questions.Get growing with your band of brothers xtrainingministries.com

On this episode of Another Way To See It, the coaches ask some of their favorite self-discovery questions.  Self-Discovery Journal Prompts: 1. What are the 3 things I would like to improve about myself?2. If you could solve one major problem in the world what would it be?3.  What resources in my life do I have that support my personal growth?4. What values do I have that guide my personal decisions? 5. What ways can I better my life in the next month? 6.  What accomplishment in my life am I the proudest of?7. How do you speak to yourself in your mind? 8. What is a hobby or passion that you loved but gave up on stopped doing?9. If I could eliminate one time wasting habit what would it be? Coaches:Tara Jones -https://www.makiarising.com https://www.instagram.com/makiarising/ Tara's Breathwork February 13, 1pm (est) Sign up at www.makiarising.com/events20% off contact Tara at makiarising@gmail.comRandy Poindexter-https://www.instagram.com/the.randy.lee/https://www.redesignyourinternalblueprints.com/about Kim Moran-https://www.kimmorancoaching.com https://www.instagram.com/kimcalifornia/ Art: Podcast Art by STC Factory-https://www.stcfactory.com  Original Music:Patience- by Owen Stinsmuehlen-  omanstinsy@gmail.com 

Many sellers make the mistake of focusing on features and benefits in sales conversations but it's now falling on deaf ears. This week's guest, Shai Haddad - VP of Growth at Amilia, shared his secret for uncovering "How" they've attempted to solve their challenges and "Why" they feel they haven't been solved yet. Just a hint: it starts with the phrase, "Take me to Hawaii."

In this week's episode, we are going to talk about two types of questions that will enable your customers to think and self-reflect. Those two questions are the Discovery questions and Provoking questions.   In sales calls or marketing presentations your goal is to make your customers have their “aha moments” and to do that you have to ask effective questions.   Get to know what these two types of questions are and their differences.   Listen to this podcast and improve your results by improving the quality of your questions.

We all know the stereotype of the dodgy used car salesman. But contrary to popular belief, sales isn't about tricking people into buying. Instead, it's about giving customers the solution to their problem (whether they know they have the problem or not). The tricky part for salespeople is finding out if their solution is a […]

We are gearing up for Season 17, but in the meantime, enjoy one of our favorites from Season 14!You know to ask about budget.You know to ask about timeline.You know to ask about what they are looking for in a solution.But when you're selling your product, do you know how to go beyond these surface area "100-level" questions?If you can, you've opened the door to learning about your prospect's true thoughts and opinions, and most importantly their emotions.This is where your 400-level questions live.What are these questions, and how do they influence your sales process?Anita Nielsen, Author of the bestseller "Beat The Bots: How Your Humanity Can Future-Proof Your Tech Sales Career", and Owner of LDK Advisory Services, steps to the mic this week and takes us to school on the topic.Find LDK Advisory online:Instagram: https://www.instagram.com/ldkadvisoryWebsite: www.ldkadvisory.comToday's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at www.saleshacker.comPLUS -- hear from me and 40+ other leading sales professionals this summer in the Blissful Prospecting Think Outside The Script summer virtual tour! All talks are live and interactive, sign up at tour.blissfulprospecting.com. See acast.com/privacy for privacy and opt-out information.

Do you ask "Why?" during discovery or throughout your sales demo? You may not notice, but it could come off aggressive and your prospect will immediately have their guard up. In this episode, I'll teach you exactly what I do instead of asking the word "why?" to extract the most valuable information during my calls. Questions? Connect with me on LinkedIn and let me know!

We finish up answering our 50 questions

In this episode, Jill and I answer discovery questions to get to know each other and ourselves better. Stay tuned for part 2.

Charles Muhlbauer takes us through humbling disclaimers, reverse psychology, and getting to the truth in your discovery calls.Four Actionable TakeawaysThe humbling disclaimer: “I feel a bit crazy asking this question, but…”Use the scale - “is this a 1 meaning it’s the worst thing you’ve ever seen, or a 10?”Take the headtrash out on your calls and be overly transparent in your discoveryClarify, isolate, address the problems in a negotiationCharles Muhlbauer’s Path to President’s Club:Sr Biz Dev Training Manager at CB InsightsFounder at SalesShareNick and Armand are almost above-average sales reps. They are horrible technicians.Which is why 30MPC’s go-to podcast editors are Resonate Recordings - reach out to caleb@resonaterecordings.com and mention 30MPC if you wanna edit your own podcast.

You know to ask about budget. You know to ask about timeline. You know to ask about what they are looking for in a solution. But when you're selling your product, do you know how to go beyond these surface area "100-level" questions? If you can, you've opened the door to learning about your prospect's true thoughts and opinions, and most importantly their emotions. This is where your 400-level questions live. What are these questions, and how do they influence your sales process? Anita Nielsen, Author of the bestseller "Beat The Bots: How Your Humanity Can Future-Proof Your Tech Sales Career", and Owner of LDK Advisory Services, steps to the mic this week and takes us to school on the topic.Find LDK Advisory online:Instagram: https://www.instagram.com/ldkadvisoryWebsite: www.ldkadvisory.comToday's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at www.saleshacker.comPLUS -- hear from me and 40+ other leading sales professionals this summer in the Blissful Prospecting Think Outside The Script summer virtual tour! All talks are live and interactive, sign up at tour.blissfulprospecting.com. See acast.com/privacy for privacy and opt-out information.

Now is the perfect time to delve deeper into your Being to re-ignite your passions, what you love to do and tackle your fears and trauma.This podcast explores how we can use the present moment to reconnect with ourselves and to be curious about the elements within you that are dying or falling away. The only thing certain is our relationship with ourselves. 

Asking great questions is the key to uncovering a clients needs. That is essential to providing value. I have a list of questions I call discovery questions and we use them specifically for this purpose.Today's episode of the Do This Sell More Show - the podcast - contains three segments and the first one is on discovery questions. I actually share my discovery questions with you and they are yours to use as you see fit. Here is the video of that portion of the show.https://youtu.be/p4P-BjtfGvUHow to Start a Networking ConversationOur second segment of the show is all about networking.The most important thing to keep in mind is that you are trying to start a relationship by delivering value before you ask for anything. Whenever I do a presentation on networking tips for beginners I have to remind them of this.If you're wondering how to start a conversation, here is the script:Hello.My name is ____What's your name?What do you do for work?How did you get into that?How is business?If you could change one thing about your business what would it be?Would you like some help with that?I want to introduce you to a friend of mine...There are hundreds of other professional networking tips out there but this is the best way to start a conversation at a professional networking event.Fear of RejectionThe third and final segment tonight is about overcoming fear of rejection. I share my foolproof strategy for getting past the apprehension we all feel when offering our services to someone.There is one subject I am asked to address more than just about any other. That is how to overcome fear of rejection in sales. There are four steps to overcoming fear of rejection. They are:1. Acknowledge it as Normal2. Disassociate it with You (About Them)3. Learn from Each Attempt4. Ask Why, When, How, and WhoFear of failure and rejection are often linked together but they shouldn't be. Fear of rejection is about being accepted. This is an essential part of human nature. You can overcome this fear by pushing through it and I show you how in this video.You don't want to miss this show. Please listen to the entire episode on the podcast player below and subscribe wherever you get your podcasts.  Learn more about your ad choices. Visit megaphone.fm/adchoices

Asking great questions is the key to uncovering a clients needs. That is essential to providing value. I have a list of questions I call discovery questions and we use them specifically for this purpose. Today's episode of the Do This Sell More Show - the podcast - contains three segments and the first one is on discovery questions. I actually share my discovery questions with you and they are yours to use as you see fit. Here is the video of that portion of the show. https://youtu.be/p4P-BjtfGvU How to Start a Networking Conversation Our second segment of the show is all about networking. The most important thing to keep in mind is that you are trying to start a relationship by delivering value before you ask for anything. Whenever I do a presentation on networking tips for beginners I have to remind them of this. If you're wondering how to start a conversation, here is the script: Hello. My name is ____ What's your name? What do you do for work? How did you get into that? How is business? If you could change one thing about your business what would it be? Would you like some help with that? I want to introduce you to a friend of mine... There are hundreds of other professional networking tips out there but this is the best way to start a conversation at a professional networking event. Fear of Rejection The third and final segment tonight is about overcoming fear of rejection. I share my foolproof strategy for getting past the apprehension we all feel when offering our services to someone. There is one subject I am asked to address more than just about any other. That is how to overcome fear of rejection in sales. There are four steps to overcoming fear of rejection. They are: 1. Acknowledge it as Normal 2. Disassociate it with You (About Them) 3. Learn from Each Attempt 4. Ask Why, When, How, and Who Fear of failure and rejection are often linked together but they shouldn't be. Fear of rejection is about being accepted. This is an essential part of human nature. You can overcome this fear by pushing through it and I show you how in this video. You don't want to miss this show. Please listen to the entire episode on the podcast player below and subscribe wherever you get your podcasts.     Learn more about your ad choices. Visit megaphone.fm/adchoices

"So my tip to you is to make discovery as meaningful and powerful as you can by using high impact questions that are aimed at getting you details and a chance to glimpse at more emotional responses." - Anita Nielsen in today's Tip 157 Do you use high impact questions? Join the conversation at DailySales.Tips/157 and share your thoughts! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm  

The final Soloside of 2018 is here and Im so psyched to share this one with all of you! In this episode, I drop 5 of the most growth producing, mentally motivating/inspiring, performance progressive questions that I ask myself with full honesty + of equal importance, with consistency. I truly believe that in order to grow, we need to find ways to challenge ourselves and to SEEK ways we can become better- no matter how great we may be performing in our life as it stands. We can always become a greater version of ourselves if we choose to believe so… Real growth and progress in life, requires the DESIRE and a willingness to dig deep within ourselves for more truth; being honest with answers is also a requirement (thats the hardest part). These 5 confrontational, self-discovery questions, are SURE to do exactly that. They serve me personally as supportive tools on my pursuit for higher performance and peak expression in my life so my hope is that they will now offer the same support to you in yours.  Enjoy! xRx    

Jonathan Sessler was a college student when he was first diagnosed with Hodgkin’s lymphoma. Fortunately, he was also a chemistry major. After surviving radiation therapy, relapsing and then surviving extremely high doses of what he calls “rat poison” (a.k.a. chemotherapy), his oncologist challenged him: “You’re a chemist. Find new cancer drugs.” In the four decades since, he’s founded two companies, one of which commercialized a blockbuster drug for leukemia and was sold for $21 billion. The other is working to develop a drug he invented to treat ovarian cancer, based on large molecules that deliver poisons to cancer cells and named after the Lone Star state: Texaphyrin. He knows the odds of bringing effective new cancer treatments to market are stacked against him, yet he tirelessly pushes ahead. Last month, he spoke to producer Marc Airhart in front of a live audience at the annual meeting of the American Association for the Advancement of Science. About Point of Discovery Point of Discovery is a production of the University of Texas at Austin's College of Natural Sciences. You can listen to all our episodes at @point-of-discovery . You can also subscribe via iTunes: https://itunes.apple.com/us/podcast/point-of-discovery-podcast/id1036884430?mt=2 or via our RSS feed: http://feeds.soundcloud.com/users/soundcloud:users:150441582/sounds.rss or via Stitcher: www.stitcher.com/podcast/point-of-discovery or via Google Play: https://play.google.com/music/m/Igc5ifenl2bn7e5n2klmrwah7qq?t=Point_of_Discovery Questions or comments about this episode, or our series in general? Email Marc Airhart at mairhart[AT]austin.utexas.edu

We recently invited three leaders in science and engineering at the University of Texas at Austin to talk about the lack of diversity in their respective fields – and ways to tackle the problem. We featured highlights from their conversation in the previous podcast. The episode you’re listening to right now is the full conversation. To hear the shorter, highlights episode, go to: https://soundcloud.com/point-of-discovery/tackling-science-and-engineerings-diversity-problem About Point of Discovery Point of Discovery is a production of the University of Texas at Austin's College of Natural Sciences. You can listen to all our episodes at @point-of-discovery . You can also subscribe via iTunes: https://itunes.apple.com/us/podcast/point-of-discovery-podcast/id1036884430?mt=2 or via our RSS feed: http://feeds.soundcloud.com/users/soundcloud:users:150441582/sounds.rss or via Stitcher: www.stitcher.com/podcast/point-of-discovery or via Google Play: https://play.google.com/music/m/Igc5ifenl2bn7e5n2klmrwah7qq?t=Point_of_Discovery Questions or comments about this episode, or our series in general? Email Marc Airhart at mairhart[AT]austin.utexas.edu

The STEM fields – science, technology, engineering and math – have real work to do in terms of diversity. Right now, women make up only about 30 percent of the STEM workforce – and people identifying as black or Hispanic make up just 11 percent. What are the barriers to entry -- or the obstacles to staying in -- STEM? And how can we make sure smart, creative thinkers and problem solvers from diverse backgrounds feel welcome and included in these fields? We invited three leaders in science and engineering to a discussion about these issues to find out what places like the University of Texas at Austin are doing about it. To hear the full conversation, listen to the bonus episode: https://soundcloud.com/point-of-discovery/bonus-full-conversation-with-three-stem-deans About Point of Discovery Point of Discovery is a production of the University of Texas at Austin's College of Natural Sciences. You can listen to all our episodes at @point-of-discovery . You can also subscribe via iTunes: https://itunes.apple.com/us/podcast/point-of-discovery-podcast/id1036884430?mt=2 or via our RSS feed: http://feeds.soundcloud.com/users/soundcloud:users:150441582/sounds.rss or via Stitcher: www.stitcher.com/podcast/point-of-discovery or via Google Play: https://play.google.com/music/m/Igc5ifenl2bn7e5n2klmrwah7qq?t=Point_of_Discovery Questions or comments about this episode, or our series in general? Email Marc Airhart at mairhart[AT]austin.utexas.edu

On this episode of the Training Pulse we explore the benefits of using Discovery Questions to engage learners and improve retention.

Millions of children in the U.S. play a vital, but often overlooked, role in their families. These children of immigrants, known as “language brokers,” help their parents translate job applications, medical documents and bills into their native language. They also help them navigate a completely alien culture. Researchers like Su Yeong Kim, in the Department of Human Development and Family Sciences at the University of Texas at Austin, are debating whether being a language broker is good for children, or not. About Point of Discovery Point of Discovery is a production of the University of Texas at Austin's College of Natural Sciences. You can listen to all our episodes at @point-of-discovery . You can also subscribe via iTunes: https://itunes.apple.com/us/podcast/point-of-discovery-podcast/id1036884430?mt=2 or via our RSS feed: http://feeds.soundcloud.com/users/soundcloud:users:150441582/sounds.rss or via Stitcher: www.stitcher.com/podcast/point-of-discovery or via Google Play: https://play.google.com/music/m/Igc5ifenl2bn7e5n2klmrwah7qq?t=Point_of_Discovery Questions or comments about this episode, or our series in general? Email Marc Airhart at mairhart[AT]austin.utexas.edu

Astronomers have long been able to watch the universe’s blockbuster special effects unfold in dazzling 3D Technicolor. But until now, it’s been like watching a silent movie. Today that all changes. Scientists announced this morning that they have for the first time ever detected both light and gravitational waves from a massive explosion in space caused by the collision of two super-dense neutron stars. On today’s show, we talk to astrophysicist Pawan Kumar about what this breakthrough means for his field. Image: Artist’s illustration of two merging neutron stars. (Credit: NSF/LIGO/Sonoma State University/A. Simonnet) About Point of Discovery Point of Discovery is a production of the University of Texas at Austin's College of Natural Sciences. You can listen to all our episodes at @point-of-discovery . You can also subscribe via iTunes: https://itunes.apple.com/us/podcast/point-of-discovery-podcast/id1036884430?mt=2 or via our RSS feed: http://feeds.soundcloud.com/users/soundcloud:users:150441582/sounds.rss or via Stitcher: www.stitcher.com/podcast/point-of-discovery or via Google Play: https://play.google.com/music/m/Igc5ifenl2bn7e5n2klmrwah7qq?t=Point_of_Discovery Questions or comments about this episode, or our series in general? Email Marc Airhart at mairhart[AT]austin.utexas.edu

A team of scientists and engineers led by Livia S. Eberlin at The University of Texas at Austin has invented a powerful tool that rapidly and accurately identifies cancerous tissue during surgery, delivering results in about 10 seconds. The MasSpec Pen is an innovative handheld instrument that gives surgeons precise diagnostic information about what tissue to cut or preserve, helping improve treatment and reduce the chances of cancer recurrence. The research is described in the Sept. 6 edition of the journal Science Translational Medicine. Learn more: https://cns.utexas.edu/news/scientists-new-device-accurately-identifies-cancer-in-seconds About Point of Discovery Point of Discovery is a production of the University of Texas at Austin's College of Natural Sciences. You can listen to all our episodes at @point-of-discovery . You can also subscribe via iTunes: https://itunes.apple.com/us/podcast/point-of-discovery-podcast/id1036884430?mt=2 or via our RSS feed: http://feeds.soundcloud.com/users/soundcloud:users:150441582/sounds.rss or via Stitcher: www.stitcher.com/podcast/point-of-discovery or via Google Play: https://play.google.com/music/m/Igc5ifenl2bn7e5n2klmrwah7qq?t=Point_of_Discovery Questions or comments about this episode, or our series in general? Email Marc Airhart at mairhart[AT]austin.utexas.edu

Quantum computers might sound like science fiction. A fully functioning quantum computer could complete calculations in a matter of seconds that would take a conventional computer millions of years to process. Science fiction or not, they’re already here. Scientists at Google, Microsoft, IBM and elsewhere are building and studying them. At this point, they’re not very powerful. But Scott Aaronson, a theoretical computer scientist at the University of Texas at Austin, believes in the next few years, one of these teams may achieve something called quantum supremacy—the first demonstration of a quantum computer doing something faster than a conventional computer. In this episode, Aaronson lays out a timeline of quantum computing advances, explains what kinds of things they’ll be able to do and even explore one potential downside—breaking the encryption we use to keep everything from credit card information and medical records private. Image: The cooling system for Google’s superconducting quantum computer About Point of Discovery Point of Discovery is a production of the University of Texas at Austin's College of Natural Sciences. You can listen to all our episodes at @point-of-discovery . You can also subscribe via iTunes: https://itunes.apple.com/us/podcast/point-of-discovery-podcast/id1036884430?mt=2 or via our RSS feed: http://feeds.soundcloud.com/users/soundcloud:users:150441582/sounds.rss or via Stitcher: www.stitcher.com/podcast/point-of-discovery or via Google Play: https://play.google.com/music/m/Igc5ifenl2bn7e5n2klmrwah7qq?t=Point_of_Discovery Questions or comments about this episode, or our series in general? Email Marc Airhart at mairhart[AT]austin.utexas.edu

Gulf Corvina look pretty ordinary—they’re a couple of feet long and silvery. Yet the sounds they make—when millions get together to spawn—are a kind of wonder of the natural world. It’s also why they are in danger. Gulf Corvina live in only one place in the world—the Gulf of California. A decade ago, the Mexican government asked marine biologist Brad Erisman and his colleagues to study the Corvina. They were worried that heavy fishing might cause the population to collapse. When Erisman put a microphone in the water for the first time, he was blown away by the sounds he heard. Learn More Video: Spawning Aggregations (by Natural Numbers): https://youtu.be/bpLMCyx9cic Video: Corvina Harvest, El Golfo (by Marine Ventures Foundation): https://vimeo.com/21330986 Biological and fisheries monitoring of the Gulf Corvina in the Upper Gulf of California (by dataMARES): http://datamares.ucsd.edu/eng/projects/fisheries/biological-and-fisheries-monitoring-of-the-gulf-corvina-in-the-upper-gulf-of-california/ Unmanaged Fishing at Spawning Sites Put Species, Economies at Risk (by UT Marine Science Institute): https://utmsi.utexas.edu/blog/entry/unmanaged-fishing-at-spawning-sites-put-species-economies-at-risk About Point of Discovery Point of Discovery is a production of the University of Texas at Austin's College of Natural Sciences. You can listen to all our episodes at @point-of-discovery . You can also subscribe via iTunes: https://itunes.apple.com/us/podcast/point-of-discovery-podcast/id1036884430?mt=2 or via our RSS feed: http://feeds.soundcloud.com/users/soundcloud:users:150441582/sounds.rss or via Stitcher: www.stitcher.com/podcast/point-of-discovery or via Google Play: https://play.google.com/music/m/Igc5ifenl2bn7e5n2klmrwah7qq?t=Point_of_Discovery Questions or comments about this episode, or our series in general? Email Marc Airhart at mairhart[AT]austin.utexas.edu

Worried that smart robots are taking over the world? You’ll be relieved to know they still have a long way to go. That is unless you’re an artificial intelligence researcher like Peter Stone. One big challenge facing robots that walk and run is that they fall over a lot. Take for example the annual RoboCup competition in which small human-like robots play soccer. Even with the best minds in computer science behind them, they’re about as graceful as toddlers. Now neuroscientist Michael Mauk thinks he has a solution. It could put robots one step closer to the ultimate goal of AI researchers: to build robots capable of beating human soccer champs. We recently featured the work of Michael Mauk and four other neuroscientists in our annual Texas Scientist magazine. These scientists are searching for better treatments for epilepsy and Alzheimer’s, exploring how we make memories and learn new things, and revealing how wisdom emerges. Read the article here: https://www.texasscientist.cns.utexas.edu/articles/2017/1/2/unlocking-the-minds-mysteries Watch UT Austin Villa’s robot soccer team win the 2012 RoboCup: https://www.youtube.com/watch?v=Kc8ty9mog-I Watch more videos of the UT Austin Villa robot soccer team: https://www.youtube.com/user/AustinVilla/videos About Point of Discovery Point of Discovery is a production of the University of Texas at Austin's College of Natural Sciences. You can listen to all our episodes at @point-of-discovery . You can also subscribe via iTunes: https://itunes.apple.com/us/podcast/point-of-discovery-podcast/id1036884430?mt=2 or via our RSS feed: http://feeds.soundcloud.com/users/soundcloud:users:150441582/sounds.rss or via Stitcher: www.stitcher.com/podcast/point-of-discovery or via Google Play: https://play.google.com/music/m/Igc5ifenl2bn7e5n2klmrwah7qq?t=Point_of_Discovery Questions or comments about this episode, or our series in general? Email Marc Airhart at mairhart[AT]austin.utexas.edu

In honor of Valentine’s Day, we’re speaking with Lisa Neff, a researcher studying what makes happy, healthy romantic relationships tick. Neff is an associate professor in the Department of Human Development and Family Sciences at the University of Texas at Austin. She answers several burning questions, including: What are the health benefits of romantic relationships? How can newlyweds avoid communication breakdowns that result from external stress? and, Do optimists make better partners? Neff is recruiting volunteers for a new study focusing on the romantic relationships of seniors, called Relationship Experiences Across the Lifespan. She is specifically looking for residents in the Austin, Texas area who have begun a dating relationship in the past year and who are either aged 30 to 45 or 60 and over. Eligible couples can receive up to $150 as compensation for their time. To apply, send an email to: utrelationshipexperiences@gmail.com More info: https://sites.cns.utexas.edu/realproject/home About Point of Discovery Point of Discovery is a production of the University of Texas at Austin's College of Natural Sciences. You can listen to all our episodes at @point-of-discovery . You can also subscribe via iTunes: https://itunes.apple.com/us/podcast/point-of-discovery-podcast/id1036884430?mt=2 or via our RSS feed: http://feeds.soundcloud.com/users/soundcloud:users:150441582/sounds.rss or via Stitcher: www.stitcher.com/podcast/point-of-discovery or via Google Play: https://play.google.com/music/m/Igc5ifenl2bn7e5n2klmrwah7qq?t=Point_of_Discovery Questions or comments about this episode, or our series in general? Email Marc Airhart at mairhart[AT]austin.utexas.edu

Adron Harris, director of the Waggoner Center for Alcoho and Addiction Research at The University of Texas at Austin, and his team mapped the differences in gene expression between an alcoholic's brain and a non-alcoholic's brain. They found that, as a person becomes dependent on alcohol, thousands of genes in their brains are turned up or down, like a dimmer switch on a lightbulb, compared to the same genes in a healthy person's brain. The scientists are now using an innovative technique to find drugs that can, in a sense, turn those switches back to their original settings and, they hope, revert an alcoholic's brain into a non-alcoholic brain. The work might help the millions of people who suffer with the emotional, financial and health consequences of alcoholism. About Point of Discovery Point of Discovery is a production of the University of Texas at Austin's College of Natural Sciences. You can listen to all our episodes at @point-of-discovery . You can also subscribe via iTunes: https://itunes.apple.com/us/podcast/point-of-discovery-podcast/id1036884430?mt=2 or via our RSS feed: http://feeds.soundcloud.com/users/soundcloud:users:150441582/sounds.rss or via Stitcher: www.stitcher.com/podcast/point-of-discovery or via Google Play: https://play.google.com/music/m/Igc5ifenl2bn7e5n2klmrwah7qq?t=Point_of_Discovery Questions or comments about this episode, or our series in general? Email Marc Airhart at mairhart[AT]austin.utexas.edu

These teeny shrimp-like critters at the bottom of the ocean food web seem totally unimportant. But throw in an oil spill and some well-intentioned human intervention and they can have a huge impact, right up to the top of the food web, including sea turtles, dolphins and humans. Meet the mighty copepod. About Point of Discovery Point of Discovery is a production of the University of Texas at Austin's College of Natural Sciences. You can listen to all our episodes at @point-of-discovery . You can also subscribe via iTunes: https://itunes.apple.com/us/podcast/point-of-discovery-podcast/id1036884430?mt=2 or via our RSS feed: http://feeds.soundcloud.com/users/soundcloud:users:150441582/sounds.rss or via Stitcher: www.stitcher.com/podcast/point-of-discovery or via Google Play: https://play.google.com/music/m/Igc5ifenl2bn7e5n2klmrwah7qq?t=Point_of_Discovery Questions or comments about this episode, or our series in general? Email Marc Airhart at mairhart[AT]austin.utexas.edu

This fall marks the 15th anniversary of the U.S. anthrax letter attacks that sickened dozens of people and killed five. At the time, there was no effective treatment for a late stage infection. The attacks accelerated work already underway at the University of Texas at Austin. Brent Iverson, George Georgiou and Jennifer Maynard borrowed a page from Mother Nature's playbook to develop the world's first treatment for late stage inhalation anthrax. Tell Us What You Think Take our short survey at: http://txsci.net/utpodcastsurvey About Point of Discovery Point of Discovery is a production of the University of Texas at Austin's College of Natural Sciences. You can listen to all our episodes at @point-of-discovery . You can also subscribe via iTunes: https://itunes.apple.com/us/podcast/point-of-discovery-podcast/id1036884430?mt=2 or via our RSS feed: http://feeds.soundcloud.com/users/soundcloud:users:150441582/sounds.rss or via Stitcher: www.stitcher.com/podcast/point-of-discovery or via Google Play: https://play.google.com/music/m/Igc5ifenl2bn7e5n2klmrwah7qq?t=Point_of_Discovery Questions or comments about this episode, or our series in general? Email Marc Airhart at mairhart[AT]austin.utexas.edu

The New Horizons spacecraft brought humanity face to face with the last unexplored planet in our solar system: Pluto. What we're learning is amazing. But, time and again, the mission almost didn't happen. University of Texas at Austin alumnus Alan Stern describes the challenges, and the joys, of the last first mission to a planet. For a complete transcript of this episode, visit our show page at: https://cns.utexas.edu/news/the-last-first-planetary-mission-audio Tell Us What You Think Take our short survey at: http://txsci.net/utpodcastsurvey About Point of Discovery Point of Discovery is a production of the University of Texas at Austin's College of Natural Sciences. You can listen to all our episodes at @point-of-discovery . You can also subscribe via iTunes: https://itunes.apple.com/us/podcast/point-of-discovery-podcast/id1036884430?mt=2 or via our RSS feed: http://feeds.soundcloud.com/users/soundcloud:users:150441582/sounds.rss or via Stitcher: www.stitcher.com/podcast/point-of-discovery or via Google Play: https://play.google.com/music/m/Igc5ifenl2bn7e5n2klmrwah7qq?t=Point_of_Discovery Questions or comments about this episode, or our series in general? Email Marc Airhart at mairhart[AT]austin.utexas.edu

About how long would you say the microbes living in your gut have been there? You might be surprised by what researchers discovered when they compared the microbes in our guts with those of our closest relatives, the great apes. Tell Us What You Think Take our short survey at: http://txsci.net/utpodcastsurvey About Point of Discovery Point of Discovery is a production of the University of Texas at Austin's College of Natural Sciences. You can listen to all our episodes at @point-of-discovery . You can also subscribe via iTunes: https://itunes.apple.com/us/podcast/point-of-discovery-podcast/id1036884430?mt=2 or via our RSS feed: http://feeds.soundcloud.com/users/soundcloud:users:150441582/sounds.rss or via Stitcher: www.stitcher.com/podcast/point-of-discovery or via Google Play: https://play.google.com/music/m/Igc5ifenl2bn7e5n2klmrwah7qq?t=Point_of_Discovery Questions or comments about this episode, or our series in general? Email Marc Airhart at mairhart[AT]austin.utexas.edu

A strong church brand is reflective of a long-term vision to create the right perception of the church. A church can start to create a great brand by asking the right questions about who they are called to reach. The logo is a good starting point to help a church define who they are good at reaching and what they can do to leverage their strengths. Barbara Carneiro of Word Revolution joins us this week. Subscribe to get instant access to Barbara's Discovery Questions resource. Show Notes: • Barbara became a Christian 5 years ago and that shifted her design company to serve churches • Now she helps churches with their communication with design elements • There is a lot of first impressions that happen before someone even comes to your church • God is creative and we are made in His image; we are supposed to be creative • Jesus is a storyteller; He relied on imagery to explain his teachings • As church leaders, we must spend time thinking about the people we are trying to reach • People look at the outside so we must not neglect the first impression • Book: Blink by Malcolm Gladwell • People make a decision to come back before they even hear a message • Many companies understand that establishing a strong brand is essential to their growth • Companies will set aside a strong budget for branding and marketing • When churches choose not to address their brand they are making a decision to have a weak brand • A strong church brand helps people to answer the question, “Can I trust you?" • People are looking for an emotional attachment; they ask, “How do you make me feel?" • People are not going to care what you have to say until they know you care about them • A church is always trying to build trust • If a church is intentional about their brand they will set a budget for it to make it a priority • Building a strong church brand comes down to having a long term vision • Branding forces you to think about your identity; it causes you to look inside first • A strong church brand allows churches to do good work on a larger scale • Churches are equipped to serve different audiences within a community; are you aware of who those people are? • Ask the question, “Who are we equipped to serve today?" • Barbara has provided a list of her questions she leads churches through to discover who they are • A church's identity as a brand will grow over time and may need to be updated • Chick-Fil-A targets families with young kids; they know they are better prepared to serve them • The biggest obstacle churches have when creating a strong brand is budget • Branding is an investment to reach people with the gospel • Evangelistic Center is a good example of a church that made a long term investment toward reaching people (Episode 018)

As the summer movie season kicks into high gear, we talk with a scientist about some of the challenges in simulating the way everyday objects behave on the big screen. Etienne Vouga's computer simulations have helped bring to life a wizard's hair in The Hobbit and clothing in Tangled. To see examples of some of his simulations, go to: https://cns.utexas.edu/news/why-is-cgi-in-the-movies-still-so-hard About Point of Discovery Point of Discovery is a production of the University of Texas at Austin's College of Natural Sciences. You can listen to all our episodes at @point-of-discovery . You can also subscribe via iTunes: https://itunes.apple.com/us/podcast/point-of-discovery-podcast/id1036884430?mt=2 or via our RSS feed: http://feeds.soundcloud.com/users/soundcloud:users:150441582/sounds.rss or via Stitcher: www.stitcher.com/podcast/point-of-discovery or via Google Play: https://play.google.com/music/m/Igc5ifenl2bn7e5n2klmrwah7qq?t=Point_of_Discovery Questions or comments about this episode, or our series in general? Email Marc Airhart at mairhart[AT]austin.utexas.edu

In this podcast, Force Management's John Kaplan runs through the five most common mistakes he sees with salespeople and the discovery process.