In discovery, your mission is to make sure you and your buyer are on the same page about the specific problem they need to solve. Because only once you truly grasp their issue can you offer up an effective solution. But how do you capture and clearly articulate the problem, so you can get aligned? Use this template to craft a problem statement that captures the core of your buyer’s issue. Then you can include all the essential elements in the problem statement and gain a clear understanding of:

• The fundamental nature of the buyer’s challenge
• How this challenge undermines their strategic goals
• The broader impact this challenge has on their business