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How do you effectively manage the discovery process to ensure that it is efficient and effective, without rushing or dragging it out?

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2 Answers
Discovery Tactics
  1. Brian Tino
    Brian Tino

    AlphaSense Senior Director, Strategic Sales • 1y

    Firstly, it is important to recognize that discovery is not one stage of a sales process nor is it only the questioning that occurs on your first meeting. Discovery is a continuous journey of leading with curiosity, probing deeper, summarizing your understanding, and validating your takeaways through the sales process and with each new individual in the sales process. To ensure your discovery is efficient & effective... Do Your Research & Prepare: the better you prepare for the conversat ...Read More

    642 Views
  2. Adam Wainwright
    Adam Wainwright

    HubSpot GTM Leader | Building Products that help Sales teams win | Formerly Clari, CallidusCloud (SAP), Selectica CPQ, Cacheflow • 1y

    To manage a discovery process effectively, consider this approach: Condense the pitch deck into two focused slides: We do this because on our first discovery all we likely wont want to spend time in the pitch - However, you can use the contents of the deck to come up with a discovery guide. Later you can bring the pitch out for a larger audience and get them excited as well as beef it up with the learnings you've uncovered. For discovery, use the pitch to distill and create the following from it ...Read More

    749 Views

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