What makes for a good discovery conversation?
Don't just ask more questions...
Ask BETTER questions. If every piece of your discovery points to another step in your pitch... you're not curious enough.
Create layers through follow up questions. Stop yourself from jumping on value right away and dive deeper. Make sure you really understand your prospects process, business initiatives, and challenges.
BUT also don't be interrogational. Especially for sr. level contacts, question fatigue is very real. Instead of constantly pitching value, try providing industry insights to keep things conversational.
And most importantly, actually care about your customer and let that guide your passion to help. As always, it's about building longterm relationships.