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The Heart of the Sale: How to Close More Deals With Disciplined Discovery
How do the top 1 percent of sales professionals consistently close the biggest, most complex deals?
They don’t wing it. They master Disciplined Discovery.
In The Heart of the Sale, enterprise sales leader David Morse breaks down the most underrated phase of the sales cycle and shows you how Disciplined Discovery is the difference between fictional pipeline and real revenue.
You’ll learn how more effective sales conversations from day oneAsk the right questions at the right time by mastering the Magnificent 7 question typesBuild trust and urgency with senior level championsBuild winning business cases that inspire executive buyers to say “yes”Detect risk before it derails your dealWhether you’re a new rep learning the ropes or a seasoned closer sharpening your edge, this book delivers straight-talking, actionable, proven advice from a battle-tested veteran with $2B in enterprise sales.
They don’t wing it. They master Disciplined Discovery.
In The Heart of the Sale, enterprise sales leader David Morse breaks down the most underrated phase of the sales cycle and shows you how Disciplined Discovery is the difference between fictional pipeline and real revenue.
You’ll learn how more effective sales conversations from day oneAsk the right questions at the right time by mastering the Magnificent 7 question typesBuild trust and urgency with senior level championsBuild winning business cases that inspire executive buyers to say “yes”Detect risk before it derails your dealWhether you’re a new rep learning the ropes or a seasoned closer sharpening your edge, this book delivers straight-talking, actionable, proven advice from a battle-tested veteran with $2B in enterprise sales.
450 pages, Kindle Edition
Published September 30, 2025
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