Jacob shares his route into sales from applying for construction work in an Australian hostel to door-to-door solar sales and on into B2B SaaS before going deep on the craft of discovery. The episode details practical exercises for finding your purpose, a question-funnelling framework for uncovering the prospect's narrative rather than just their pain points, the role of active listening, and Jacob's "logical close" technique: summarising goals, pains and relevant features at the end of a discovery call like threading a pearl necklace, so the close alone reveals everything learned in the conversation.