EN 
ES 
Qualification is done for the vendor’s benefit only;
Discovery is done for the benefit of both parties.
Qualification is about establishing boundaries;
Discovery is about broad exploration.
Qualification is mostly limited to closed probes with “Yes” or “No” answers;
Discovery expands investigation through open probes, yielding detail and nuance.
Qualification provides zero value to the prospect;
Discovery provides value to both parties.
Qualification is an interrogation;
Discovery is a bidirectional conversation.
BANT is an example of qualification:
Is there a budget?
Are you the decision-maker?
Do you have a defined set of needs?
Do you have a timeline?
The Doing Discovery methodology is a highly successful example of discovery, embracing:
Opening
- About you
- Demographics
- Company
- Team
- Workflows/processes
Environment
- Physical
- Technical/Infrastructural
- Know-how
Major Pain
- Workflow Analysis
- Do well
- Do better
- Quantify
- Vision Generation and Reengineering
- Specific Capabilities
Extended Environment
- Adjacent
- Impacted
Related Pain(s)
- Do well
- Do better
- Quantify
- Vision Generation and Reengineering
- Specific Capabilities
Culture
- Uniqueness
- Implementation
- Adoption
Wrap-up
- Getting worse, Do nothing
- Timing – VREs
- Drivers (CBIs)
- Final open-ended
- Mutual action plan
Pro tip: For complex solutions, buyers want to be discovered.
And here’s how!
The ground-breaking Doing Discovery book:
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/)
The upcoming Doing Discovery Semi-Private Workshop
(June 3-5):