Doing Discovery

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

One of the most challenging aspects when doing discovery is avoiding the impression of an interrogation, and offering quid pro quos is a terrific

Far too many sales, presales, and customer success people assume that their understanding of their prospects’ and customers’ situations is accurate, because these teams

How to Use Discovery Documents The Breadth of the Discovery Space Multiple Prospect Perspectives Wants vs Needs The Three Types of Probes Expansion Questions

Filling out a paper intake form at a hospital while you are bleeding profusely and in pain! Taking your ailing auto to a bad

The majority of “discovery” calls that I’ve heard look and sound something like this: 0:00 Intro (generally only about the vendor reps) 0:03 “Rapport

Level 1: Uncovers statements of pain Level 2: Uncovers pain and explores more deeply Level 3: Uncovers pain, explores deeply, broadens the pain and

Here’s the short list! Delayed Decisions No Decisions Unwarranted Discounting “Buying It Back” Slowed Sales Cycles Wasted Sales Cycles Harbor Tour Demos Stunningly Awful

“…And where were you the night of November 15, 2024…?!” In discovery, too many one-way questions can feel like an interrogation or inquisition. And

Here’s that story: A group of blind men heard that a strange animal, called an elephant, had been brought to the town, but none