What is the Purpose of a Customer Discovery?

What's the goal of a Customer Discovery, whether it's run by salespeople or SEs, is to uncover enough problems, business or otherwise, that we think we can help through our technology, and entice them enough to want to continue their engagement with us?

The discovery call is used to allow the sales team to understand more about the business problem and how we can help them. It also enables the customer to discover about the vendors that they might potentially work with.

Now that we have that covered, we're going to talk about the flow of the discovery call, and some mistakes we tend to do in front of the customer.

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Cheers and as always, great to have you as part of #SENation

[alan]

The worst thing is when you meet with certain people in discovery and when we present the demo we find out that we are presenting the demo to different people than the ones that were in the discovery sessions

[kylemacarthur]

Very good point about the SE sometimes given a quick 5 mins at the end. Been there!