Outbound Squad How to coach your reps + world-class discovery with Keith Weightman
Apr 22, 2025
Keith Weightman, RVP of National Accounts at Bullhorn, specializes in coaching and sales leadership. In this conversation, he shares insights on fostering a coaching culture that benefits both reps and leaders. He highlights effective strategies for impactful discovery calls, emphasizing preparation and stakeholder involvement. Weightman also discusses the importance of continuous improvement and curiosity in sales, and how to build trust with clients through storytelling and insightful questioning, transforming the sales experience.
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Keep One-on-Ones Short and Focused
- Keep one-on-ones focused and short, ideally 25 minutes.
- Prepare forecasts and deal info prior to meetings to review exceptions, not every deal line.
Make Team Calls Valuable and Brief
- Cancel team calls if there is no agenda to respect everyone's time.
- Start calls with short role-play or icebreakers to boost engagement and build skills.
Discovery Starts with Preparation
- Effective discovery requires thorough preparation on personas and company context.
- AI tools speed up pre-call research and enable reps to start with informed insights.