You’ll be scored against the following key areas:
Discovery Depth
Most reps jump straight to the pitch. This measures whether you're slowing down first, asking the right questions, and uncovering the real business problem before you propose anything.
Pressure Moments
Every discovery call has hard moments — budget pushback, multiple stakeholders, stalled decisions. This measures whether you handle them with confidence and curiosity, or whether you flinch.
Communication Style
Every rep has a default style under pressure. This identifies whether you're genuinely guiding buyers to their own truth — or unconsciously steering them toward yours.
Consistency & Practice
Knowing the right approach is one thing. This measures whether you do it reliably, with every prospect, every call — or only when conditions are perfect.
Ready to see how you really sell?
Seventeen questions. A personal letter from Marcus Sheridan. One clear focus for your next consultation.
It's free and takes less than 5 minutes.