Discovery remains an integral component of today’s sales cycle. How discovery is conducted; however, looks wildly different than it did 20 years ago. Due to the overwhelming amount of key customer insights readily available to the general public, sales professionals are expected to know many things about their potential customers before even stepping foot into their office. Without this knowledge gleaned through careful customer research, sales professionals will fail to set themselves apart as true solution providers. 

Download the Institute for Sales Transformation’s (iST) latest white paper: Transformative Discovery Discussion to learn:
– Why traditional sales discovery methods fail in today’s selling environment
– How you should structure your questions in 2019 and beyond
– The best way to generate meaningful dialogue

Download Today