Discovery is the most important sales stage because it is where a rep identifies pain, attaches positive business outcomes, and learns where executives would reassign budget. Listen
Stuart says a rep has to do this work in discovery to have an educated opinion that an executive will listen to and partner on. He describes listening with intellectual curiosity and in a personal way, rather than treating discovery as filling out the capture sheet MongoDB uses.
“I think the most important stage in you know, sales process is discovery.”
Listen to the episode Episode Sales process & deals Link to this
From The Discipline Behind Nine-Figure Deals with Stuart Gwynn.