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Does Your Discovery Phase Deliver Value to Your Customers?

As a former “buy side” C-level executive, I believe one of the primary goals of the discovery phase of a sales process should be to deliver value to the buyer.  Unfortunately, many sales people believe discovery phase conversations are all about probing and asking questions and learning.  In other words, the discovery phase is designed to benefit the sales person.  This disconnect during the early sales stage will likely manifest itself in longer sales cycles or worse yet, stalled deals.

The Customer's "Discovery Phase"

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