Doing Discovery

Where are you and your team? For example, are you aware of and apply the following skills? Ranging Probes Expansion Questions Biased Questions Provocative

Pilots are directed to consume “all available” weather information prior to making a go/no go (flying) decision. Vendors should have the same requirement prior

Qualification is done for the vendor’s benefit only; Discovery is done for the benefit of both parties.   Qualification is about establishing boundaries; Discovery

Vendors who perform superior discovery enjoy… With Prospects: Timely Decisions Precise Demos Better Product Fit Closing Doors to Competitors Positive Differentiation Accurate Proposals Expanded

Insufficient discovery causes: Delayed Decisions No Decisions Unwarranted Discounting “Buying It Back” Slowed Sales Cycles Wasted Sales Cycles Harbor Tour Demos Stunningly Awful Demos

Vendors constantly struggle to answer this question – so let’s address it! How much discovery is enough? Is it… When you have a qualified

This element of discovery results in deal expansion: Level 5 is all about Vision Reengineering. Prospects don’t know what they don’t know…! Frequently, prospects

What do most vendors miss when doing discovery? Uncovering value!   And without capturing and communicating tangible value, you really can’t call it discovery.

Let’s go a bit deeper to… Level 2 When doing discovery, if you or your colleagues simply uncover “Pain” and go no further, then