Sales Effectiveness Blog Professional Services Blog

The Power of Great Discovery

by Rachel Clapp Miller /

Channel_Partner_Question_Marks.jpgIf you want to elevate your sales conversations to high-level decision makers, you need to be able to map your solution to a problem with real business impact. Without a pointed discovery process, uncovering that problem is nearly impossible.

It's been our experience that salespeople love tips on executing better discovery. It's because often, it could be that one question that gets your prospect thinking in favor of your solution.

In this podcast, our Senior Delivery Partner Patrick McLoughlin recalls one opportunity that taught him the power of great discovery.  Listen and learn how he anticipated his competition and leveraged the differentiation of his solution.  


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