Very interesting conclusions from a study done by Gong a few years ago:
- “Competitive Deals are Won Early, Not Late”
- “Competitive deals are won with discovery techniques, not closing techniques.”
In my experience with enterprise offerings, the vendor that is perceived as doing a superior job with discovery is in a competitively advantageous position. It is good to see that the data supports this!
If you want to enjoy this competitive advantage, check out Doing Discovery…