Everybody knows Discovery is a critical sales step. When it’s done well, the seller:
- Uncovers the priorities of the prospect through dialogue
- Introduces challenging and innovative ideas to the prospect
- Earns the respect of the prospect by conveying best practices
- Uncovers the barriers to purchase and success
- Tests and qualifies their true ability/intent to buy
Discovery is where you learn who will buy and why. This is why Solution Selling, Challenger, etc. ALL have a discovery phase.
The Discovery Wizard allows a seller (or group of sellers) to ‘collaborate’ in order to uncover your customer’s highest priorities quickly and easily during the Discovery stage of the sales process.
Watch a Demo Video of the Discovery Wizard Here
Introducing the Discovery Wizard!
Become a master at discovery. Excite your customer about potential business outcomes and uncover their priorities with Discovery Wizard.
Identify Initiatives and Get Stakeholder Input
Talk about the objectives that matter most to each buyer persona. Then capture their individual inputs as you work toward establishing corporate priorities.
Choose topics you want to cover
Select the topic groups you want to discuss and hide the ones you don’t.
Confirm Priorities As You Go
Collect input from stakeholders and become their trusted advisor by building consensus on corporate priorities.
NOTE: After you select relevant filters in the Discovery Wizard, the system will generate suggested priorities. Industry experts have determined that some topics are directly related to the business outcomes and/or the executive roles that you chose as filters for this exercise. This is how the logic works:
High Topic Priorities are defined:
If the topic is connected to 2 or more filters (this can be adjusted), the system will suggest them to be a high priority.
If the topic is connected to more than 50% of the filters, it will be marked as high priority
All Selected Filters marked are moved to high priority
*Only one of these options can be chosen to reflect the High Priorities
Medium Topic Priorities are defined:
If the topic belongs to 1 Filter
Low Topic Priorities are defined:
If the topic belongs to 0 Filters