AMA: Cacheflow GTM Leader, Adam Wainwright on Discovery Tactics
November 12 @ 10:00AM PST
Register for AMA
We will email you Adam's answers
to these questions after the event in case you can't make it.
What types of industry trends or product focused data do you leverage to align to a pain point during the discovery process? And what do you lead with?
What are some of the key external pieces of information you need to know before a discovery call?
If a prospect is dragging things out, should you close-lost it and kick it back to SDR to re-qualify in a few months, or should you continue to nurture it?
How do you discover the root cause of a problem for your champion and level that problem up to a larger more painful organizational problem?
How do you effectively manage the discovery process to ensure that it is efficient and effective, without rushing or dragging it out?
How do you incorporate customer feedback and insights from discovery into the sales process?
