we should have the attitude that we are always in Discovery mode. That said, Discovery is usually the #1 place where there is friction between the SE and the salesperson. Many organizations rely on the salesperson to perform initial Discovery, uncover the business issues, and then brief the SE on what they discovered. The SE then takes this second-hand information, translates it into their product / services / solution set – and presents it back to the client. According to research data from the 3rd Edition of MTS, around 40% of the time this misses the mark and ends up in a less than
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