The Customer Discovery Question That Reveals Your Sales Motion

Lucas and Luna dig into a single question that founder-sellers overlook: 'What did you try before you found us?' They walk through how one B2B SaaS founder—selling project management software to construction firms—used this question to uncover a hidden competitor (spreadsheets and sticky notes), rewrite their demo script, and triple close rates from discovery calls. Along the way, they touch on why 'who else did you evaluate' is a trap, why 'what did you try' surfaces real buying criteria, and how one piece of honest customer language ('I need something my subs can use on site') reshaped an entire sales motion. Practical, specific, and immediately usable for anyone running early sales conversations. #CustomerDiscovery #FounderLedSales #SalesMotion #B2BSaaS #SalesQuestion #SalesPipeline #SalesScript #CloseRate #BuyerPersona #ConstructionTech #SpreadsheetCompetitor #DemoScript #DiscoveryCall #SalesConversation #Business #Technology #FexingoBusiness #BusinessPodcast Keep every episode free: buymeacoffee.com/fexingo