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Discovery·15-page PDF·intermediate
The Discovery Question Bank
Run discovery that uncovers real pain, not a checklist. Eight question groups ordered surface to core, with the reasoning behind every one.
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DISCOVERY · 15-PAGE PDF
The Discovery Question Bank
What's inside
- 37 discovery questions across 8 purpose-led groups
- The surface-depth-core rule for ordering questions
- SPIN and the four-stage flow as backbones
- Weaving BANT in without interrogating
- The 70/30 talk-time diagnostic
- The 8 mistakes that kill discovery
What sellers & sales leaders are saying
"The saying goes that the first task of any new sales leader is to build the playbook. Matt does this for you in this astonishing collection of go-to-market business critical playbook of intelligence, bound up like a single pane of glass that is easy to consume. This is an incredible asset for any sales leader looking to make waves. Highly recommended."
DL
Doron Luder
VP of Sales, VinciWorks