Before you can effectively pitch your solution, you need to understand what problems your buyers are trying to solve.
Unfortunately, most sellers don’t spend nearly enough time in discovery to identify their buyers’ challenges. In fact, sellers and buyers misalign on the buyer’s problem 54.5 percent of the time.
How can you win deals if you don’t know the real problems impacting your buyers?
In this e-book, you’ll learn a new, research-backed approach to discovery, so you can help your reps:
- Identify your buyers’ perceived problems
- Analyze what’s really causing the issue
- Build consensus on the problem and steer buyers in the right direction