{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Game Shape","title":"Discovery calls with Brex Commercial AE, Alex Kabat","html":"","width":"100%","height":180,"duration":2314,"description":"Most discovery calls end with a full page of notes and a deal that never closes.\n\nAlex Kabat, commercial Account Executive at Brex, joins Josh Rasmussen and Eric Salvo for the first guest episode of Game Shape. Alex started as an intern on Josh's team, moved from SDR to AE at Highspot, and now sells into finance teams. \n\nAlex walks through how he builds a 30 minute call from rapport to next steps. He shares the language he uses to soften the budget and authority questions most reps dread asking. The calls he feels best about barely mention the product at all, and he explains why that is the point.\n\nKey takeaways:\nWatch recorded calls before writing questions. Pull up recordings from the reps hitting quota and listen for the reasoning behind each question, not just the question itself.\nUse the judgment-free window early. Every new role or promotion comes with three or four months where asking basic questions costs nothing. Spend it asking top performers about deals they closed and why the customer actually moved.\nSwap yes or no for comparisons. Instead of asking about the timeline directly, mention what other customers are working against and ask how that compares. The prospect gets room to tell a story rather than a one word answer.\n\nJump to the conversation:\n(00:00) How to run better discovery calls\n(00:52) From a college internship to selling into finance teams\n(02:19) What a good discovery call actually accomplishes\n(04:21) What changes when you sell to finance instead of sales leaders\n(06:58) How to learn discovery from the reps who are already winning\n(11:18) The red flags that show up in a bad discovery call\n(13:52) Why the deal that closes fastest often disappears first\n(16:14) A minute by minute breakdown of a 30 minute discovery call\n(22:01) Where sales methodologies help and where they fall short\n(26:30) Close, stall, kill: rating 3 discovery call tactics\n(31:26) Flag on the play: is BANT enough to qualify a deal?\n(36:26) The one question to bring into...","thumbnail_url":"https://img.transistorcdn.com/tM5Qkjm51_SJvRbHfRUCmh67kDjE0dctVwh6WHiHdM0/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9jYTZm/YjU4MmI2NDI5ODg5/OTQ4NmE1YTllMzVj/YmExYi5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}