ES 
EN 
One day, a head of sales called me, out of the blue, and opened the conversation with, “Our demos suck…!”
This was one of the most fascinating openings I had ever heard coming from a prospect. We moved into a very productive discovery conversation that ran for about an hour.
We had largely completed our conversation and were in the wrap-up phase. However, while I had terrific insights into his team’s demos and related factors, his organization’s culture, products, sales process steps and more, I hadn’t actually heard him articule una cuestión empresarial crítica.
Aunque estaba seguro de que ya conocía su CBI, quería oírlo de boca de su los labios.
I asked, “So tell me, what caused you to pick up your phone and call me today?”
Respondió: "Bueno, me han dado una cuota de ventas para el año que viene que es 20% superior a la de este año... ¡y sé que no llegaremos a esas cifras con nuestras demos actuales...!".
¡Fabuloso! En esa frase comunicó ambos his CBI and a Delta – what a delight!
Learn more about Critical Business Issues, Deltas, and more in Descubrimiento aquí:
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/