What Are the Advantages of Doing Better Discovery in Challenging Economic Times?

What Are the Advantages of Doing Better Discovery in Challenging Economic Times?

• Higher likelihood of achieving your objectives
• Reduced risk of being laid off
• Perceived as a high-value team or individual contributor
• Selected to mentor and develop others
• Preferred by prospects and customers

Are there other advantages? Yes, indeed – explore them below!

Establish your advantages! How?

• Good: Consciously seek to improve your discovery practices
• Better: Read/listen to Doing Discovery
• Best: Take a Doing Discovery Workshop

Never Stop Learning! 

Additional Significant Advantages When Working with Prospects:

• Timely Decisions
• Reduced No Decision Outcomes
• Precise Demos
• Better Product Fit
• Closing Doors to Competitors
• Positive Differentiation
• Accurate Proposals
• Expanded Opportunities
• “Found” Money
• Reduced Discounting 
• Living in the “Land of Science” (vs the “Land of Hope”)
• More Accurate Forecasts and Pipelines
• More Predictable Sales and Buying Cycles

Additional Significant Advantages When Working with Existing Customers:

• Happier Customers
• Referenceable Customers
• Referencing Customers
• Customers UGM Presentations
• Renewing Customers
• Expanding Customers
• Vendors as Partners
• Customer Success vs. “Customer Rescue”
• Reduced Churn
• Success Lanes Feedback
• Realization of CLV (Customer Lifetime Value)