Effective discovery can make the difference between closing a great deal and consistently missing your quota. Uncovering business problems provides you, as a salesperson, the ability to effectively map your solutions to the customer's required capabilities. The key is to prepare, ask great questions, listen and effectively play back what you heard to the customer.
As with many sales tactics, it's easy to write about it, much harder to actually execute it. In our latest podcast, Senior Partner Paul DeMore talks through his best practices for not only executing a great discovery conversation, but doing great follow-up.