Yes! Doing discovery is the single most important element of software sales and buyer enablement processes!
And here’s where you’ll find why, what, and how, including:
- The Discovery Space
- Discovery Documents
- Perspective
- Wants and Needs
- Probes
- Expansion Questions
- Why? Questions
- Biased Questions
- Diagnostic versus Biased Questions
- Empathy and Quid Pro Quo
- Outflanking Competition
- Vision Reengineering
- The Reverse Demo
- Trust and Credibility
- Avoiding “No Decision”