Partners in Excellence

JANUARY 22, 2019

We all know the importance of conducting discovery calls. In principle, a discovery call is to help us learn more about the customer, their needs, problems, dreams, and goals. But there’s something lacking in the majority of the discovery calls I see. ” Or sometimes, there’s the question list.

Non-Profits 84

Non-Profits Pitch Process Growth 84

Partners in Excellence

FEBRUARY 23, 2022

For decades, sales people have been taught about the importance of “Discovery.” The thinking behind the discovery process is that once the customer gives us all those answers, we can then undertake a series of activities to position our solutions favorably, and to compete to win the deal. It’s about us.

Pitch 98

Pitch Technique B2B Process 98

Partners in Excellence

SEPTEMBER 24, 2020

The discovery part of the buying and selling proceesses are, perhaps, the most important part of the process. Too often, our discovery questions are highly scripted to get us to learn the things we need to know to better sell? Discovery is critical for the customer as well. Too often, buyers fail in their discovery journey.

Pitch 107

Pitch Process Sell Customers 107

Partners in Excellence

FEBRUARY 10, 2019

The answer is simple and should be obvious, “Stop Chasing Customers/Prospects You Can’t Help!” They and their managers believe selling is simply a numbers game (it is, but you have to look at the numbers in the right way). The more emails, the more calls, the more likely you hit your numbers.

Non-Profits 104

Non-Profits Customers Pitch Up-sell 104

Partners in Excellence

MAY 12, 2019

After all, they “think” they have determined their needs, so when we ask them needs discovery questions, they get impatient. Sometimes we do have the opportunity to have needs discovery conversations, but we are trained to have the wrong conversation. We conduct needs discovery for our products!

Sell 91

Sell Conversion Product Customers 91

Partners in Excellence

JANUARY 25, 2021

We’ve all been taught the importance of “discovery.” It’s in the discovery process that we actually figure out what it takes to win–earn the customer’s business. In our discovery, we are, too often, doing it selectively, discovering just what we think we need to start pitching our products.

Process 74

Process Pitch Customers Presentation 74

Partners in Excellence

AUGUST 20, 2019

We get discovery wrong in so many ways: We fail to do discovery. We use discovery to learn what it takes to win the business. We miss the most important thing in discovery—what’s the customer learning? The discovery process is as much (or more) for the customer as it is for us. What are the risks?

Customers 79

Customers Pitch Process Sell 79