5 min read
The Power of Curiosity in PreSales: Why It’s Your Greatest Asset
Curiosity drives better discovery, stronger relationships, sharper demos and calmer objection handling. Why it is a core presales skill.
Read moreDiscovery
Asking the right questions, listening well and understanding how buyers buy.
Chapters
- 1
Buying Journey
How B2B buyers move from awareness to renewal, what they need at each stage, and where presales can help them decide with confidence.
7 min read
- 2
Sales Discovery
How to run sales discovery with BANT, CHAMP or MEDDIC, when presales should join, and what it costs to skip qualification.
16 min read
- 3
Functional & Technical Discovery
How to run functional and technical discovery: what to ask, how to structure it, and how the answers shape a demo that fits.
14 min read
- 4
Opportunity Scoping Document (OSD)
The Opportunity Scoping Document captures what you learned in discovery. How to structure it, write it and use it to qualify.
8 min read
- 5
Service Discovery
Service discovery finds the services a client needs to make your SaaS work for them. Why it matters and what to cover.
3 min read
Articles
- 5 min read
Why Salespeople Need PreSales Skills and How to Acquire Them
Salespeople who learn presales skills win more trust and more deals. Which skills matter most and how to learn them.
Read more - 2 min read
Buyers Don’t Hate Salespeople! They Hate Being Sold To
Buyers want guidance, not pressure. How sales and presales can help buyers decide instead of pushing them toward a signature.
Read more - 3 min read
What Cooking and PreSales Have in Common
A good recipe, the right ingredients, mise en place and a taste test. What cooking teaches about running great presales work.
Read more - 2 min read
Jaguar’s Rebranding: Lessons for PreSales Professionals
Jaguar's bold rebrand split opinion. What it teaches presales about knowing your audience before you change the story.
Read more - 5 min read
Mastering Discovery: Active Listening and the Key Questions Every Presales Professional Should Ask
Good discovery depends on listening, not just asking. The questions that uncover real challenges, and how to hear the answers.
Read more
Templates
PDF · 142 KBSales discovery cheat sheet
The questions and steps of a first discovery call on one printable page.
Included with the courseDOCX · 18 KBDiscovery invite email
A ready-to-edit email that sets the agenda and the goal of a discovery session.
Included with the coursePPTX · 2.7 MBDiscovery guidebook
A slide template to plan and run a functional and technical discovery workshop.
Included with the coursePPTX · 2.3 MBFunctional and technical discovery template
Capture critical business issues, problems, capabilities and value in one structured deck.
PDF · 111 KBFunctional and technical discovery cheat sheet
The discovery framework on one page, ready to keep next to you in the workshop.
Included with the coursePPTX · 2.4 MBDiscovery cheat sheet (editable)
The same cheat sheet as slides, so you can adapt it to your product and team.
Included with the coursePPTX · 3.1 MBOpportunity scoping document
Summarise what you learned in discovery and agree the scope before the demo.