What Does Insufficient Discovery Yield?

 

Insufficient discovery causes:

 

-       Delayed Decisions

-       No Decisions

-       Unwarranted Discounting 

-       “Buying It Back”

-       Slowed Sales Cycles

-       Wasted Sales Cycles

-       Harbor Tour Demos

-       Stunningly Awful Demos

-       Wasted Demos

-       Poor Proposals

-       Wasted Proposals

-       Inaccurate Forecasts

-       Overly Optimistic Forecasts

-       Living in the “Land of Hope”

-       Inaccurate Pipelines

-       Overly Optimistic Pipelines

-       Opening Doors for Competitors

-       Negative Differentiation

-       Poor Product Recommendations

-       Poor Product Fit

-       Unhappy Prospects

-       Burn-Victim Prospects

-       Insufficient Value Perceptions

-       Insufficient Business Cases

-       Money Left on the Table

-       Piles of Objections

-       Poor Relationships

-       Distrusted Vendors

 

Any more to add?

 

Which are your top three?

 

And here’s how to avoid insufficient discovery!

 

Doing Discovery book:

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

 

And the upcoming Doing Discovery Semi-Private Workshop (June 3-5):

https://your.greatdemo.com/course/doing-discovery-ilt