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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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2 Answers
Discovery Tactics
  1. Brian Tino
    Brian Tino

    AlphaSense Senior Director, Strategic Sales • 1y

    I'll start with the 2nd question first... Personally, I coach my team that leading with a well positioned "suggestive discovery" question is the most effective at opening a conversation focused to get to pain and uncover value. At AlphaSense, that may sound something like... "Typically when I speak with other EVPs of M&A, they'll usually come to us because they are are either struggling with ensuring they do not 1) miss potential targets that fit within their investment thesis, 2) overlook c ...Read More

    646 Views
  2. Adam Wainwright
    Adam Wainwright

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

    An interesting first question, and one that assumes pain points and value language is completely understood - Let's do this insted. I'll give you my recipe for building a best-in-class pain/discovery process that you can use to either a) create a net new discovery process or b) tweak the one you're running in service of actually helping the customer, as opposed to running the customer through a marketing approved, but irrelevant discovery call. When creating a pain narrative that fosters a truly ...Read More

    843 Views

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