The last time I failed to do discovery (Or how I ended up with Jell-O on my face)

I confess:  I haven’t always done discovery before a sales presentation.  Even when I was working at The National Enquirer many years ago where their tag line was “Enquiring minds want to know!” Like many salespeople, I was often running fast trying to make quota. And on those occasions where a

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5 things you must do in your discovery process

When the competition is stiff, preparation — and discovery in particular — plays a critical role in the ultimate success of your presentation. While much information about a company can be found on-line, the best source of information and greatest payoff potential comes from having a conversation with key people

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