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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Related Questions
What are some of the key external pieces of information you need to know before a discovery call?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?What are a few open-ended or thought-provoking questions that you ask to get the prospect sharing that aren’t product related?How do you incorporate customer feedback and insights from discovery into the sales process?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 handle objections or concerns that come up during the discovery process?