How To Conquer The Biggest Sales Challenge: Conducting An Effective Discovery Call w/ Jim Eberlin [Episode 36]

In this episode, I’m joined by Jim Eberlin, a seasoned entrepreneur and CEO of TopOPPS, who brings firsthand insight into what it takes to build high-velocity sales teams.

Jim and I talk about why it’s essential for startup and SMB CEOs to stay deeply connected to the sales process. He shares why that connection leads to faster learning, better feedback loops, and stronger pipeline execution. We also get into one of the toughest parts of selling—making discovery calls truly count. If your reps are just scratching the surface, this episode offers concrete advice for getting more from every conversation.

We also dig into tools and tactics that help reps prioritize the right opportunities. From improving lead quality to boosting forecasting accuracy, Jim explains how better visibility can translate into better decisions. If you’re leading a team, check out our sales performance analytics resource and our pipeline generation strategies to extend these insights into action.

For CEOs, founders, and sales leaders in growth mode, this episode is a masterclass in staying agile, focused, and accountable to your revenue outcomes.