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Discovery

3 pieces on discovery, newest first.

3 so far
Two women smiling in conversation across a white table, each with an open notebook and pen, in front of a large office window
Discovery

Talking Less Is a Sales Skill

Silence after a question is the hardest thing to do on a sales call and the most reliably useful. Here is how to actually practise it.
Discovery

Discovery vs Demo: Why Doing Both at Once Kills Deals

Why combining discovery and the demo into one call produces generic pitches and stalled deals, and how to separate them without losing the prospect.
Discovery

Discovery Call Questions That Uncover Real Problems

The discovery call questions that get past surface answers, how to follow up on a vague reply, and how to tell when there is no real problem to solve.