AMA: Adobe Director, Adobe Sales Academy, Jessica Holmes on Discovery Tactics

Start by mapping the stakeholder landscape early, review it often, make revisions and keep notes. If you sell with a larger account team, make sure everyone on the team h...

When time is tight, focus on questions that unlock the biggest insights: "What’s your top priority right now", "What does success look like?" or "What could derail this i...

Start by listening for cues that signal authority, then confirm the decision process with open-ended questions.Practical steps:Listen for language: Phrases like “I’ll nee...

Measure success by impact, not activity. It’s not about how many questions you asked or how quickly you complete the process —it’s about whether those questions moved the...

Overall, discovery is about uncovering their world—not selling yours. Be curious, not scripted.Best practices:Prepare, but be flexible. Be curious, not scripted Have a go...

First, acknowledge the concern - people want to feel heard. Then, ask clarifying questions to understand the root cause. Often, objections are really questions in disguis...

Start with questions that spark conversation about their goals, challenges, and vision—without mentioning your product or company. These questions work best when you have...

To qualify prospects quickly and manage time effectively, focus on clarity and insight:Define fit upfront. Know what matters for your sales process, have some criteria re...