Doing Discovery

Have you ever purchased shoes or clothes that didn’t fit? Most likely they saw more closet time than their colleagues! Poor product or solution

Most vendors’ discovery questions focus on uncovering and understanding “pain,” and a few examine impact and tangible value. But it is the rare vendor

A salesperson colleague shared a sad story that offered a great lesson: Discovery questions and topics need to align with your prospect players’ job

According to Gartner (and many others), No Decision outcomes (also known as “Do Nothing” or “Status Quo”) comprise forty-five percent of forecasted opportunities. For

As a prospect, imagine investing several hours in discovery discussions with a vendor, only to have the vendor ignore the information you provided. Instead,

Disturbingly, hundreds of vendors still plod unproductively down this pathway. It appears to be driven by vendors’ urge to show and tell rather than

I’ve watched and listened to hundreds of discovery calls and a very large percent suffer from this serious malady! It seems to be a