by LIZ CHRISTO for Dear Stage 2 DEAR STAGE 2: I’m ramping up 2 new reps this quarter. As part of their onboarding, we’ve been listening to sales calls together, sharing feedback on what worked and what didn’t, and how we would improve the call overall. It’s been eye-opening to realize how inconsistent our discovery process has been. I’m hesitant to roll out a script, but it’s clear we need some more guidance around qualification. Where should I start? ~Prioritizing DiscoverySubscribe DEAR PRIORITIZING DISCOVERY: Qualification is such a critical part of the sales process. Too often, sales leaders focus on listening…