Episode 9: Optimizing Your Value Discovery

Sellers are taught to ask a few questions of discovery, but many times these are not the right questions, focused more on sizing and qualifying the prospect versus finding out what ails them. Instead of a diagnostic, most seller discovery is “solutioning”.

In this valuable coffee talk we interview value enablement leader Matt Denton, to find out how he teaches and enabled his sales teams and value consultants to successfully implement better value discovery.