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Charles Muhlbauer

Discovery Mastery - Global Group & 1:1 Coaching 🌎

Charles Muhlbauer is a Sales Enablement Manager at AlphaSense, based in New York City.1 With over 12 years of experience in business development, he specializes in private and public market business development, particularly for emerging technology sectors.

Professional Experience

  • AlphaSense: Currently serves as a Sales Enablement Manager, focusing on empowering sales representatives to effectively sell to Hedge Funds, Private Equity, and Investment Banking clients.1
  • DiscoveryCoach.io: Founder of this platform, where he provides coaching to help sales professionals improve their discovery processes during sales calls.
  • Previous roles: Held positions at CB Insights as Lead Revenue Enablement Manager and Senior Sales Training Manager.2

Expertise and Contributions

Charles is known for his expertise in:

  • Sales enablement and training
  • Revenue enablement
  • Effective discovery techniques
  • Coaching sales professionals

He has been featured in podcasts like "30 Minutes to President's Club," where he shared insights on asking tough sales questions without making it awkward.3 Charles is also active on LinkedIn, regularly sharing sales insights and engaging with the sales community.4

Education

  • Bachelor's Degree and CPA License from Yeshiva University.1

Charles Muhlbauer's approach to sales emphasizes the importance of effective discovery calls, asking deeper questions about problem origins, and positioning engagements with decision-makers as beneficial for all parties involved.23

Highlights

Sep 8 · linkedin

AE: "I don't suppose this is something you've created a budget for to solve this issue? Curious how you're thinking about it."

The truth is, I have NEVER asked about budget before when selling because I always knew that of the prospect finds a ton of value from your offering, they will find budget.

With that said, it's nice to know that starting questions with "I don't suppose" will also help you execute a powerful question through a casual statement, reducing any friction and creating a more conversational framework.

Assuming your prospect has told you they have an issue they're looking to solve, it never hurts to ask to what extent they've thought about a budget to help solve it.

Again, it's not necessary at all, but if you are encouraged to ask about it, this is a soft way to do so.

If they haven't come up with a budget, you can politely ask why.

If they have, you ask what that looks like.

Aug 27 · linkedin

Prospect: "So we're looking to accomplish XYZ, and are interested to understand more about your offering to see if you can help us."

AE: "Great. Just curious, before we ever hopped on the phone here, what might you say you've tried to do on your own to help solve this in the past, or is this the first time you're looking to do so?"

This is an example of asking about alternative efforts the prospect either has considered or even tried before, prior to ever speaking with you.

If they've tried other alternatives, their pain builds as they share the story with you.

If they've not tried other alternatives, you can ask why, and determine how important this issue is or is not.

A question like this allows your prospect to further realize that the alternatives they've tried to execute on their own have been a waste of time.

This allows you to then refer back to that topic later in the conversation when discussing how your solution compares to what they've attempted to do already, allowing them to further realize the value of your offering.

In addition, if they have not done anything prior to speaking with you, you can always ask why testing your prospect on the real relevance of the problem they shared.

Stay curious.

P.S. I only post Discovery tips

Related Questions

What are some key strategies Charles Muhlbauer uses to empower sales reps at AlphaSense?
How did Charles Muhlbauer's experience at CB Insights influence his approach at AlphaSense?
What makes Charles Muhlbauer's coaching style unique at DiscoveryCoach.io?
How does Charles Muhlbauer integrate his educational background into his sales enablement strategies?
What are some notable achievements of Charles Muhlbauer in his role at AlphaSense?
Charles Muhlbauer
Charles Muhlbauer, photo 1
Charles Muhlbauer, photo 2
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Location

New York, New York, United States