This is the sales gravy podcast. I'm Jeb Blunt, bestselling author of fanatical prospecting and sales EQ,

and I'm here to help you open more doors, close bigger deals, and rock your commission check.

On this episode of sales gravy, I spend time with Don Irwin, who is the chief revenue officer of one of my favorite sales prospecting apps, Mix Max.

And you'll learn quickly that when it comes to sales, Don knows exactly what he's talking about.

Our conversation centers around discovery and why discovery is so important for

closing the deal, getting past objections, and more effective negotiation. And you'll learn that even

the discovery isn't always considered the most sexy part of the sales process, it is the most

important part of the sales process, and in fact, 80% of the sales process.

And now, here's my conversation with Don Irwin, Chief Revenue Officer of MixMax.

Hi, my name is Jebblunt, and welcome to another episode of Salesmasters.

I'm here with Don Irwin, who is the top sales leader, the head of revenue, the man himself from

this cool tool called MixMax.

And I'm going to have Don talk to you a little bit about Mix Max a little bit later on.

But this is a tool that you definitely want to check out if you do prospecting for a living and you want to make it easier. And Don, before we get started, tell us a little bit about

yourself and your background in sales. Great. So I have been selling in the corporate America space in Silicon Valley since

1989. Between hardware and software. So I've been doing this for quite a long time. I have worked

for companies as large as Oracle. I've worked for a 14-person IoT shop in downtown Polo Alto and everybody else in between there.

So I've been doing this for quite a while.

That's amazing. So you've done a little bit of everything, and we spend a good bit of our time

out in the Bay Area working with SDR teams, especially around fanatical prospecting.

It's a fast and furious world, and if you've

survived this long, we know that you got chops to sell. Today, we're going to focus on discovery,

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