{"id":43538,"date":"2026-02-11T16:58:04","date_gmt":"2026-02-11T16:58:04","guid":{"rendered":"https:\/\/greatdemo.com\/?p=43538"},"modified":"2026-02-11T16:58:04","modified_gmt":"2026-02-11T16:58:04","slug":"doing-discovery-pro-tip-why-questions-drive-the-conversation-upwards","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/doing-discovery-pro-tip-why-questions-drive-the-conversation-upwards\/","title":{"rendered":"Doing Discovery Pro Tip: “Why” Questions Drive the Conversation Upwards"},"content":{"rendered":"

And help uncover Critical Business Issues.<\/p>\n

True story:<\/p>\n

I asked a sales manager, \u201cWhat\u2019s the biggest challenge you face in your job today?\u201d<\/p>\n

He responded, \u201cWe need more good leads.\u201d<\/p>\n

\u201cAnd why is that important?\u201d I queried.<\/p>\n

He replied, \u201cWithout good leads we don\u2019t have enough opportunities to pursue.\u201d<\/p>\n

\u201cI understand,\u201d I said, \u201cand you are not alone\u2026! But tell me, why is that an issue? What happens if you don\u2019t have enough opportunities?\u201d<\/p>\n

He grimaced, slightly, and said, \u201cWell, without enough good opportunities, we won\u2019t hit our numbers\u2026\u201d<\/p>\n

\u201cUh huh,\u201d I responded, \u201cSo the main challenge for you is achieving your numbers: making quota. Is that right?\u201d<\/p>\n

\u201cOh!\u201d he exclaimed, \u201cExactly!\u201d<\/p>\n

 <\/p>\n

In discovery, \u201cWhy\u201d questions tend to drive the conversation upwards, towards uncovering Critical Business Issues (goals and objectives), as opposed to drilling downwards into more detail.<\/p>\n

 <\/p>\n

You\u2019ll find more on using \u201cWhy\u201d questions starting on page 180 in \u201cDoing Discovery\u201d<\/p>\n

https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>","protected":false},"excerpt":{"rendered":"

And help uncover Critical Business Issues. True story: I asked a sales manager, \u201cWhat\u2019s the biggest challenge you face in your job today?\u201d He<\/p>","protected":false},"author":2,"featured_media":43539,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[20],"tags":[7],"class_list":["post-43538","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-doing_discovery","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/43538","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=43538"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/43538\/revisions"}],"predecessor-version":[{"id":43540,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/43538\/revisions\/43540"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/43539"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=43538"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=43538"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=43538"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}