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Let’s go a bit deeper to… Level 2 When doing discovery, if you or your colleagues simply uncover “Pain” and go no further, then

A handful of questions is not sufficient! Effective discovery requires knowing when and how these questions and associated skills should be applied. Should a

There’s a feeling you get, doing discovery, when everything is clicking. Your prospect is engaged, empathy is aligned, it’s a real conversation.   Your

And help uncover Critical Business Issues. True story: I asked a sales manager, “What’s the biggest challenge you face in your job today?” He

One day, a head of sales called me, out of the blue, and opened the conversation with, “Our demos suck…!” This was one of

“Before I demo to you, why don’t you demo to me?” If you are looking to displace an existing system (either a competitor or

“A conversation is a dialogue, not a monologue.” – Truman Capote Discovery should be perceived by your prospects as a two-way conversation, where both parties

(Compare this one with the poor discovery call posted previously.) But before you read further, examine the Gong recording – the call was ~55