From the fine folks at Gondola (previously Demoflow):
“How do you uncover true business pain when on a Discovery call with a prospect? More importantly, how do you quantify that pain and dig deeply for the impact of solving that pain? These are all critical elements of running a great Discovery call with a prospect.
In this episode of The Art of Discovery, Peter Cohan of Great Demo! and I talk about exactly that. How to uncover and quantify business pain and investigate the impact of the desired state.
We’ll review a 3-step formula to help you do this:
– What is it today?: Identify and quantify the pain
– What would you like it to be? Identify and quantity the desired future state
– We have a great delta of value. Now what?”