Why is the prospect interested in the solutions that you have been asked to present? What problems are they trying to solve or what opportunities are they trying to exploit? Within the prospect, which individuals should you focus on, both during Discovery and during any presentations or demonstrations? Who is the champion and who is the detractor? Where are we in the sales process? If your interaction with the prospect is successful, what will be the next step? What is our overriding message for this prospect? What financial values are we trying to find or validate, and what shape will our
...more
Pre-Discovery questions I'd ask of other DD employees when I shadow a call.
