Level 1: Uncovers statements of pain Level 2: Uncovers pain and explores more deeply Level 3: Uncovers pain, explores deeply, broadens the pain and
Seven Levels of Discovery Skills: What’s YOUR Level of Practice? Read More »
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
What Does Insufficient Discovery Cause? Read More »
“…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
How Can You Avoid Discovery Becoming an Interrogation? Read More »
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
How Is Doing Discovery Like the Parable of the Blind Men and the Elephant? Read More »
“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 »
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