In this episode of Skip to the Point, Alex is joined by David Weiss, CRO of the Sales Collective, a sales thinktank that helps companies assess their people, build their sales processes and train their sales teams effectively. With over 20 years of sales experience, he talks to Alex about how to ask the right discovery questions so you can start to understand a customer’s problems. David also tells Alex about why you need to know 100% of your pipeline as an AE, and teaches her about how you can narrow your focus on risk. Tune in for an insightful episode to learn sales skills you can start to implement right away as Alex and David skip to the point. Never lose a sales deal again! ABOUT DAVID WEISS: David Weiss is an accomplished salesperson, leader, and business strategist with 20 years of experience in the technology, consulting, and professional services industry. He is the CRO of The Sales Collective, a sales think tank that helps companies assess their people, build their process building, train their teams, and hire future top performers. He is also the founder of DealDoc, a mobile application to help salespeople see problems in their opportunities and actions they can take to solve those problems. Prior to joining The Sales Collective, David held a number of senior executive positions at leading technology companies, including Seismic, Outreach, and ADP. During his tenure at these companies, he was responsible for driving business growth, developing new markets, and leading strategic initiatives that resulted in significant revenue and profit growth. David is a recognized thought leader in the sales industry and has been featured in a number of publications and podcasts, including Sales Hacker, Crunchbase, and Top1FM, as well as many others. He is also one of the leading minds on the MEDDICC et al methodologies. David holds a Bachelor of Science in Psychology with a focus in Business Marketing from the Rochester Institute of Technology. He also serves as a strategic advisor to several technology startups. ABOUT ALEX MILLER: Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.