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In the Spotlight Podcast – Doing Discovery
I joined Roi Carmel of Spotlight.ai for this delightful discussion: “Join us for a masterclass in modern sales methodology in this pivotal episode of
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Doing Discovery
SaaS Backwards Episode 155 – You’re Probably Doing Discovery Wrong—And It’s Costing You Deals
“Most sales teams think they’re great at discovery. The reality? About 80% are getting it wrong—and it’s the single biggest reason why deals stall,
Which of These Discovery Skills DON’T You Know?
Starting Discovery Summarizing and Summaries The Curse of Knowledge Executives Enabling Your Champion Groups Versus Individuals Communication Within Your Team Overactive Listening Burn Victims
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“Supposing is good, but finding out is better.”
“Supposing is good, but finding out is better.” – Mark Twain Just because all your existing customers suffered from X, Y, and Z doesn’t
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Data – Information – Knowledge – Wisdom: Where Are You on This Spectrum for Discovery?
Here’s an example of the DIKW progression – contemplate sailing in the ocean: Data: The wind is blowing at 30 knots. Information: The forecast
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You’re Probably Doing Discovery Wrong—And It’s Costing You Deals!
I joined the fine folks at Austin Lawrence Group for this 34-minute conversation: “Most sales teams think they’re great at discovery. The reality? About
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Doing Discovery: Two Thought-Provoking Tactics
One of the most challenging aspects when doing discovery is avoiding the impression of an interrogation, and offering quid pro quos is a terrific
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Do You Suffer the Curse of Knowledge?
Far too many sales, presales, and customer success people assume that their understanding of their prospects’ and customers’ situations is accurate, because these teams
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Which of These Discovery Elements DON’T You Know?
How to Use Discovery Documents The Breadth of the Discovery Space Multiple Prospect Perspectives Wants vs Needs The Three Types of Probes Expansion Questions
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As a Prospect, Suffering Through a Typical Discovery Call Is Like…
Filling out a paper intake form at a hospital while you are bleeding profusely and in pain! Taking your ailing auto to a bad
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