Selling a product without first doing adequate discovery is similar to a doctor prescribing medicine to a patient without doing any sort of examination or interview. It's a horrible way to treat patients and will end up with many misdiagnoses and poor outcomes. This is no different in sales. Customers come to an organization with problems and business objectives and it's our job to gain a deep understanding of everything and everyone involved in solving those problems. Discovery is the key to building that rapport and gaining that understanding of their business needs. The bottom line? Great Discovery process is incredibly challenging to scale across your organization.
In this session, Larson will cover strategies that can help you scale discovery best practices across your team while ensuring you have the data and reporting needed in Salesforce to quickly identify what's working and iterate on the process.
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