talked, and if their pain isn’t obvious, ask straight out if there is any pain: “Where do you have pain today? What’s not working as well is it should?” Keep asking questions until you’ve exhausted the hunt for pain—their challenges. Keep digging until there’s nothing left to uncover. Ask for referrals: Who else should you talk to at other divisions / teams? Scheduling via email is a huge time waster. Always work to schedule your next step while you’re on the phone.
