104: Simple framework for value oriented discovery

We all know we should understand what is happening with our prospects, but too often discovery turns into interrogation and a frustrating experience all round.3 things I see quite a bit:We’re tempted to rush the discovery We don’t ask great questions, we keep it too light We’re asking the right questions to the wrong people These are the things I see getting in the way of your sessions, so I’ve come up with this 4 Box Framework, that allows you to execute great discoveries. #1 Current situation and current problem #2 Impact of the problem#3 Ideal Future#4 Positive ImpactTune into today's episode where we expand more on these points and what you can do to make sure you're making simple, but great discoveries!If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at [email protected] or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com)We want your questions and topic suggestions for future episodes.  Send them to  [email protected] or  send us a voice/video at https://zipmessage.com/unstoppable Support the showThe Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.Follow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my cybersecurity sales consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.