What Does Insufficient Discovery Yield?

Insufficient discovery causes:

• Delayed Decisions
• No Decisions
• Unwarranted Discounting
• “Buying It Back”
• Slowed Sales Cycles
• Wasted Sales Cycles
• Harbor Tour Demos
• Stunningly Awful Demos
• Wasted Demos
• Poor Proposals
• Wasted Proposals
• Inaccurate Forecasts
• Overly Optimistic Forecasts
• Living in the “Land of Hope”
• Inaccurate Pipelines
• Overly Optimistic Pipelines
• Opening Doors for Competitors
• Negative Differentiation
• Poor Product Recommendations
• Poor Product Fit
• Unhappy Prospects
• Burn-Victim Prospects
• Insufficient Value Perceptions
• Insufficient Business Cases
• Money Left on the Table
• Piles of Objections
• Poor Relationships
• Distrusted Vendors

Any more to add?

Which are your top three?

 

And here’s how to avoid insufficient discovery!

Doing Discovery book:

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

The upcoming Doing Discovery Semi-Private Workshop (June 3-5):

https://your.greatdemo.com/course/doing-discovery-ilt