Episode Details

All too often, sellers will ask a few high level questions, and barely wait for the answers before jumping into the pitch and demo. Unfortunately, this lack of curiosity and diagnosis leads to spending too much time on the wrong deals, and worse, leads to "no decision" outcomes and decision delays.

So after all the training and content, why aren't sellers adopting discovery the way they should?

In this conversation with Alex Smith of value automation platform provider CUVAMA, we discuss their latest research on sales discovery and enablement, digging into what the results mean and outlining ways to overcome the discovery gap.