Welcome to SalesShare

We help you master your discovery call.

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About Me

Charles Muhlbauer

Founder & Principal of SalesShare

Charles has been a top sales performer in the tech industry, breaking multiple sales records over the last 7 years. During that time, his passion for helping his teammates sell even better drove him to start SalesShare, sharing best practices he found to be most effective. As part of his experience, he has found that the discovery call is the best time to create the most urgency with one’s prospect. He therefore decided it was worth specializing in this area, and sharing it with the masses.

Charles Muhlbauer

Charles Muhlbauer

Founder & Principal of SalesShare

Charles has been a top sales performer in the tech industry, breaking multiple sales records over the last 7 years. During that time, his passion for helping his teammates sell even better drove him to start SalesShare, sharing best practices he found to be most effective. As part of his experience, he has found that the discovery call is the best time to create the most urgency with one’s prospect. He therefore decided it was worth specializing in this area, and sharing it with the masses.

Our Mission

To help account executives (AEs) and sales development representatives (SDRs) master their discovery calls

What Do We Help You Strategize?

We review individual calls to identify what went right and what could be improved on the next call.

These are some of the key ingredients we work on to help master discovery.

Rapport Building

Questions Asked

Positioning

Pitching Value

Tone

Next Steps

Discovery Call Stories

The Biggest Mistake I’ve Ever Made in a Sales Meeting

The Biggest Mistake I’ve Ever Made in a Sales Meeting

“Success is a lousy teacher. It seduces smart people into thinking they can't lose.” - Bill Gates It was a bright Tuesday morning. I was a senior AE at a tech startup selling networking software to investors. I came into the office at 8am, fired up and ready to start...

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The Danger of Assumptions on a Discovery Call

The Danger of Assumptions on a Discovery Call

Based on my observations, I’ve uncovered a dangerous move by Account Executives when running discovery. The problem stems from assumptions.AEs, there are two assumptions I see all too often on discovery calls. a) You assume you know what the prospect is looking for in...

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Here’s to Curiosity

Here’s to Curiosity

When I first started in sales, I remember being surprised at how passionate I was about having the chance to grow revenue for a business. I was excited about having the chance to close deals and make a real impact. I was so excited, in fact, that I didn’t really...

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How We’re Different

Our approach is completely individualized.

SalesShare uses a “Coach-in-Residence” model, working with your AEs and SDRs to put discovery call learnings into effect immediately.

What People Say
About Our Discovery Sessions

Big shout to Charles Muhlbauer and SalesShare for running one-on-one sales training sessions with my sales team. My team was incredibly impressed. Most impressive was the speed to improvement — in just a couple of weeks we’re more effective on the phone, more confident in conversations, and more aware. Most important is that we’re adding more value to the people we call — people are enjoying conversations with us and learning more about their industry and our tech in the process. This has naturally led to getting on base more frequently and converting initial chats into opportunities to work with more clients.

Colin Cunningham

VP Sales, Keemotion

Thank you to Charles Muhlbauer for running one-on-one sales training sessions over the last several weeks with our sales teams at Dataminr. I have seen first hand improvements across our discovery – AEs and SDRs are confident, asking the right questions and coming away from calls with valuable insight and information to move to next steps. I look forward to seeing the entire team utilize these new tools and approaches to increase conversions, generate new opportunities and win business! Thanks Charles!

Stett Trippe

Senior Vice President Corporate Vertical Sales at Dataminr

Charles is a sales professional with an emotional instinct that converts prospects over to closed deals. Charles worked with my start-up company; Gearo. His execution style is perfectly suited to the art of sales. Charles is detailed oriented and enters an organization with an array of analytical sales knowledge, in addition to his closing techniques.

Justine Barone

Founder & CEO, Gearo

Discovery Call Tips

So What?  Who Cares?

So What? Who Cares?

Every AE should think about 'So What' for every step of their value prop. As an example, (1) So your service saves your prospect time? So what? (2) So now your prospect can spend time working on projects they have not had time to work on? So what? (3) So now they will...

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Asking for permission

Asking for permission

It NEVER hurts to ask your prospect for permission on a discovery call: 'Is it ok if I ask you a few more specific questions about that?' NO ONE says no. In fact, they might just say 'Of course you can, you don't have to ask me that;)

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After the demo

After the demo

Some great questions at the end of the demo are (1) 'So, what are your initial thoughts? FOLLOWED BY (2) 'How do you feel about the pricing?' The first question is a soft ask, without them feeling pressured to feel one way or the other. The second ask will allow you...

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Would you like to speak to one of our advisers over the phone? Just submit your details and we’ll be in touch shortly. 

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