104: Simple framework for value oriented discovery

Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth · Feb 22, 2022 · 13m · transcript

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 Impact

Tune into today's…