This is the Sales Gravy Podcast.

I'm Jeb Blunt, best-selling 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.

In part five of my conversation with Anthony and Areno about competitive displacement, we do a deep dive into Discovery, and you're going to love this episode and pay close attention because Discovery is the most important component of competitive replacement, your ability to kick your competitors out of their accounts.

Before we get started, let me tell you how I eat my competitors lunch. It's called Outbound Cards.

Outbound Cards is taking snail mail and putting it on 21st century rocket fuel. From a simple app on my phone with just a couple of clicks, I'm able to send customized cards in the

mail that gets people's attention. It makes me stand out and it gets me in the door so that I have

an opportunity to kick my competitors out of their accounts. So if you want to learn more, go to

outboundcards.com. That's outbound cards.com. And here's the good news.

When you sign up, your first card is for free and there's no credit card required.

That's outbound cards.com.

And now I continue my conversation with Anthony Anorino on competitive displacement.

Thank you. imperative displacement.

Let's go back to Discovery.

So if we go back, what, 30 years, one of the greatest books ever written on Discovery was Spin Selling, Neil Rackham wrote the book.

And along the way, every sales book out there has written on the value of discovery.

And yet, Discovery is a place where if you as a sales trainer, me as a sales trainer as an author

as a person that works with salespeople, it's the weakest part of the sales process, even after all the

research, all the years, all the work that's been put into this.

And even today, some of these, you know, highfalutin tech companies out there that are

building tech stacks are doing surveys that we already know the answer to that says,

discovery is where it happens.

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