Doing Discovery

If I can get you to explore just one additional discovery dimension that results in information that leads to a win – you just

How can you tell if your prospect is an Innovator, Early Adopter, Early or Late Majority, or Laggard? Amazingly, sometimes all you have to

The type and amount of discovery required changes as you progress across the curve and can provide clues as to your position in or

Reviewing Discovery Calls with AI Summaries A simple yet illuminating assessment! A quick assessment of noun-verb pairs or the first few words in each

Far too often, prospects demand, “Just show me a demo…!” when we know the correct approach is to invest, mutually, in a discovery conversation. But

Where are you and your team? For example, are you aware of and apply the following skills? Ranging Probes Expansion Questions Biased Questions Provocative

Pilots are directed to consume “all available” weather information prior to making a go/no go (flying) decision. Vendors should have the same requirement prior

Qualification is done for the vendor’s benefit only; Discovery is done for the benefit of both parties.   Qualification is about establishing boundaries; Discovery

Vendors who perform superior discovery enjoy… With Prospects: Timely Decisions Precise Demos Better Product Fit Closing Doors to Competitors Positive Differentiation Accurate Proposals Expanded

Insufficient discovery causes: Delayed Decisions No Decisions Unwarranted Discounting “Buying It Back” Slowed Sales Cycles Wasted Sales Cycles Harbor Tour Demos Stunningly Awful Demos