How Much Discovery Is Enough?

Is it…

• A qualified lead?
• Ten questions?
• Twenty questions?
• Fifty questions?
• A longer list of questions?
• One hour per person?
• A clear definition of “pain”?

How much discovery is enough? It is when both of the following are true:

When you (the vendor) have sufficient information to confidently and clearly propose a precise solution;

and

When your prospect is comfortable that you have a sufficient understanding of their situation to confidently and clearly propose a precise solution!

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