{"id":46723,"date":"2026-05-26T15:59:08","date_gmt":"2026-05-26T15:59:08","guid":{"rendered":"https:\/\/greatdemo.com\/?p=46723"},"modified":"2026-05-26T15:59:08","modified_gmt":"2026-05-26T15:59:08","slug":"how-much-discovery-is-enough-2","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/how-much-discovery-is-enough-2\/","title":{"rendered":"\u00bfCu\u00e1nto descubrimiento es suficiente?"},"content":{"rendered":"

Vendors constantly struggle to answer this question \u2013 so let\u2019s address it!<\/p>\n

How much discovery is enough? Is it\u2026<\/p>\n

When you have a qualified Lead?<\/p>\n

When you have completed a list of questions? How many?<\/p>\n

10 questions?<\/p>\n

20 questions?<\/p>\n

50 questions?<\/p>\n

When you\u2019ve done thirty minutes per person? One hour per person?<\/p>\n

When you have a clear definition of \u201cPain\u201d?<\/p>\n

None of these is sufficient!<\/p>\n

Here\u2019s a practical measure \u2013 you have done enough discovery when dos<\/em> criteria have been met:<\/p>\n

    \n
  1. When you, the vendedor<\/em>, have sufficient information to confidently and clearly propose a precise solution;<\/li>\n<\/ol>\n

    Y<\/p>\n

      \n
    1. Cuando su prospecto<\/em> is confident that you have a sufficient understanding of their situation to be able<\/em> to confidently and clearly propose a precise solution.<\/li>\n<\/ol>\n

      Both conditions need to be satisfied!<\/p>\n

      (And here\u2019s how to accomplish this\u2026<\/p>\n

      https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a>)<\/p>\n

       <\/p>","protected":false},"excerpt":{"rendered":"

      Vendors constantly struggle to answer this question \u2013 so let\u2019s address it! How much discovery is enough? Is it\u2026 When you have a qualified<\/p>","protected":false},"author":2,"featured_media":46724,"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-46723","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\/46723","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=46723"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/46723\/revisions"}],"predecessor-version":[{"id":46725,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/46723\/revisions\/46725"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/46724"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=46723"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=46723"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=46723"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}