Simon Watson, Founder at R&B

Описание: In this episode, host Hitesh Kapadia sits down with Simon Watson, Founder of R&B Consulting, to unpack why B2B deals stall late stage and how sales teams can improve close rates with better discovery, stronger deal qualification, and tighter forecasting.

Simon shares what he sees across B2B industries when teams struggle to convert opportunities, including the common mistake of treating discovery as a one-time event. The conversation also dives into MEDDICC and when it helps (and when it can be overkill), how leaders should pressure test deals to avoid “happy ears” forecasting, and why mapping the paperwork process properly can prevent surprise slippage.

You’ll also hear practical advice on multi-threading, getting to ROI conversations faster, and using team selling to bring the right specialists into complex deals.

✅ In this episode:
Why close-rate problems usually start earlier in the deal
How to run “always-on discovery” instead of one-and-done discovery
MEDDICC: where it fits, and when it’s not worth the effort
How to pressure test forecasts with real evidence
Multi-threading strategies that reduce deal risk
How to use ROI and CFO alignment to speed decisions
Why team selling wins complex, high-stakes deals

❓ Question for the next guest:
If you had to pick one outbound channel forever, what would it be and why?

#RevenueRevolution #b2bsales #salesleadership #MEDDICC #discovery #pipelinemanagement #forecasting #multithreading #jointflows #salesprocess