Research shows that solution-minded sellers are 30 percent less effective than those who take a problem-minded approach to discovery.

When sellers can accurately identify your buyer’s problem during discovery calls, it smooths out the sales process, boosts your buyer’s confidence in your solution, and you win more deals.

Yet, sellers only get it right less than half the time, according to a recent study from Dr. Leff Bonney and Florida State University Sales Institute.

The problem is, most sellers approach discovery from a solution-fit frame of mind—they ask a few light questions to surface identified needs, and then introduce a product to match those needs.

How can you ensure your sellers don’t make the same discovery mistakes?

In this webcast with Tim Riesterer, Chief Strategy Officer at Corporate Visions, and Dr. Leff Bonney, Research Director at B2B DecisionLabs, you’ll see new behavioral research that reveals a seldom used and highly effective approach to discovery.

You’ll learn:

  • What most sellers get wrong during discovery calls that could cause them to lose deals.
  • The most effective way to identify your buyer’s problem—and whether it’s the right problem.
  • How to add immediate value to your next sales conversation by asking better questions backed by behavioral science.


Prospecting and pipeline creation , Customer acquisition


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