What are some of the key external pieces of information you need to know before a discovery call?
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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 effectively communicate the value of your product or service to large, complex organizations?How do you work to qualify the prospect fast in fast out, to effectively manage your time? 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?How do you handle objections or concerns that come up during the discovery process?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?