“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 »
It’s been a while, and you realize it’s time to check-in with an existing prospect or customer. You ask, “What’s changed since we last
What Is Incremental Discovery? Read More »
Imagine it is sunset… Beautiful colors ranging from brilliant oranges to deep violets: An entire spectrum! Or is it? Nope! We humans see only
Discovery and the Visible Spectrum: What Do You See? Read More »
When doing discovery, Ranging Probes are a wonderful solution when dealing with “squishy” information or situations where your prospect’s answers might span a spectrum.
Ranging Probes – A Novel Discovery Probing Technique! Read More »
This is a non-obvious obvious question! Many people find it easier to describe what they don’t want than what they do want! And while
Intriguing Discovery Question: What Are You NOT Interested In? Read More »
Prospect asks, “Can your software do X?” Vendor replies, “Yes, absolutely.” I can’t tell you how many times that brief conversation has occurred without
Doing Discovery – The Importance of “Why” Questions Read More »
“If you do not know how to ask the right question, you discover nothing.” – W. Edwards Deming Here’s how to do discovery!
“If you do not know how to ask the right question, you discover nothing.” Read More »
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