The War Room
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🚨 Too much discovery?!

Do you think paralysis by analysis is more likely to win or lose you deals?


i’ve seen both sides of the coin


most reps lack in discovery


some don’t know when to stop

2
ounceoz
WR Officer
+5
Federal Account Executive
Discovery is really important but you need to know your audience. I have found the C- Suite doesn't want to spend an hour answering questions about their business but would rather hear what they don't know (the problem you are solving, changes in their industry, etc.)
DwightsEgo
Politicker
+3
BDR Manager
bring them something to think about- sell the idea
CadenceCombat
Tycoon
+13
Account Executive
In my experience, most people can afford to be a lot more bullish when it comes to probing for relevant info and context during the discovery call.
ClaudiaFogSF
Valued Contributor
+5
Account Executive
I think you should always be discovering because the more information you have, the better. I've found the best reps are never scared to ask an uncomfortable question because most of the time the prospect just answers.Β 

Being the best reps that means they also close the most so I'd say more discovery = more closing. Depends on what type of shiny ware you're hawking though.
DwightsEgo
Politicker
+3
BDR Manager
know your audience, you really need to be in tune with "what do the people I am talking to care about". Discovery is about playing with that the opponent gives you a bitΒ 
CuriousFox
WR Officer
+11
Senior Account Executive
Discovery is key! Having your facts together when you have your first meeting with the C Suite makes you stand out and shows your worth.
Jo
JordyA
Good Citizen
+1
Director of Enterprise Sales
Know your audience, but you can do a longer discovery if you are able to build value and show that you are listening throughout the process.
3
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+34
AessK , Β  Sunbunny31 , Β  Wellss Β  and 34 people voted
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