How Much Discovery Is Enough?

Vendors constantly struggle to answer this question – so let’s address it!

How much discovery is enough? Is it…

When you have a qualified Lead?

When you have completed a list of questions? How many?

10 questions?

20 questions?

50 questions?

When you’ve done thirty minutes per person? One hour per person?

When you have a clear definition of “Pain”?

None of these is sufficient!

Here’s a practical measure – you have done enough discovery when two criteria have been met:

1. When you, the vendor, have sufficient information to confidently and clearly propose a precise solution;

AND

2. When your prospect is confident that you have a sufficient understanding of their situation to be able to confidently and clearly propose a precise solution.

Both conditions need to be satisfied!

(And here’s how to accomplish this…

https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/)