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?
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Related Questions
How do you work to qualify the prospect fast in fast out, to effectively manage your time? 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?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?