Yes! Doing discovery is the single most important element of software sales and buyer enablement processes! 

And here’s where you’ll find why, what, and how, including:

 

-       The Discovery Space

-       Discovery Documents

-       Perspective

-       Wants and Needs

-       Probes

-       Expansion Questions

-       Why? Questions

-       Biased Questions

-       Diagnostic versus Biased Questions

-       Empathy and Quid Pro Quo

-       Outflanking Competition

-       Vision Reengineering

-       The Reverse Demo

-       Trust and Credibility

-       Avoiding “No Decision”