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The Discovery Playbook
Transform your discovery calls from interrogations into valuable conversations. Master MEDDIC, SPIN, and modern qualification frameworks. Learn to uncover pain points, identify decision-makers, and position your solution—all while building genuine rapport.
Preview
"Stop asking 'What's your biggest challenge?' Everyone asks that. Instead: 'Walk me through what happens when [specific problem] occurs on your team.' This gets you stories, not soundbites. Stories reveal the real pain and who feels it most..."
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What's Inside:
- MEDDIC qualification deep dive
- SPIN Selling for SaaS
- Pain vs. problem: Finding the real issue
- Champion identification tactics
- Multi-threading strategy
- Discovery call structure and flow
- Question frameworks that reveal budget