Conducting an effective discovery - Karen Kelly

K2 Sales Podcast

In this episode of the K2 Sales podcast, host Karen Kelly emphasizes the importance of being problem-centric. She advises salespeople to understand the problem before pitching a product, and to dig deeper to uncover the root cause of the problem.

Karen also highlights the need for alignment among all decision-makers in the purchasing process. She shares her experience in the healthcare industry, stressing the need to understand how the problem fits into each department's world.

Finally, Karen discusses the importance of determining the cost and size of the problem, suggesting measuring metrics and gathering data related to the problem's impact.

- 0:30 Being problem-centric rather than product-centric

- 1:00 Uncovering the problems that the product solves

- 1:30 Presenting new information and insights to make prospects reconsider their current approach

- 2:00 Digging deeper to uncover the root cause of the problem

- 2:30 Asking impact questions to understand how the problem affects the prospect's organization

- 3:00 Getting alignment from all decision-makers involved in the purchasing process

- 3:30 Acting as the quarterback to navigate internal challenges and competing priorities

- 4:00 Determining if the problem being addressed is a number one priority for everyone involved

- 4:30 Quantifying the problem's impact and urgency through metrics and data gathering

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