“I’ve read over 30 sales and management books—Gap Selling, Sandler, Challenger, MEDDPICC at Infobip—and every abbreviation in between. But recently, I stumbled upon a
“Recently, I Stumbled upon a True Gem…” Read More »
Is it… A qualified lead? Ten questions? Twenty questions? Fifty questions? A longer list of questions? One hour per person? A clear definition of
How Much Discovery Is Enough? Read More »
Qualification is done for of the vendor only; Discovery is done for both parties! https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
What’s the Core Difference Between Qualification and Discovery? Read More »
Every person believes that they are unique and, of course, they are. Similarly, prospect organizations also see themselves as unique. This offers a key
Yes! Doing discovery is the single most important element of software sales and buyer enablement processes! And here’s where you’ll find why, what, and
“Get to the point…!” – Nearly Every Executive Exasperated by Traditional Salespeople What’s in This Article for You? A Real-life Story Another Real-life Story
Doing Discovery with Your Prospects’ Executives Read More »
“Get to the point…!” – Nearly Every Executive Exasperated by Traditional Salespeople What’s in This Article for You? A Real-life Story Another Real-life Story
Doing Discovery with Your Prospects’ Executives Read More »
One of our objectives in discovery is to build trust with our prospects. A simple and effective method is to find common ground –
Doing Discovery Tip: Relationship Building Read More »
45% of all SaaS sales opportunities end as “No Decision” outcomes. That’s nearly HALF of the opportunities you pursue! Would you like some of
Uncovering “pain” is NOT ENOUGH! Read More »
“They don’t know what they don’t know…!” Analysts observe that buyers have often completed 67% of their buying journey before engaging with live sellers.
The Myth of the Informed Buyer Read More »
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