How Much Discovery Is Enough?

Is it a qualified lead?

Ten questions?

Twenty questions?

Fifty questions?

A longer list of questions?

One hour per person?

A clear definition of “pain”?

 

How much discovery is enough? When both of the following are true:

 

When you (the vendor) have sufficient information to confidently and clearly propose a precise solution;

 

and

 

When your prospect is comfortable that you have a sufficient understanding of their situation to confidently and clearly propose a precise solution!

 

https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/