Discover

Step 1

Use the strategies & initiatives in Step 1 of Discover to better understand how specific buyers could potentially be supporting financial goals. How might these buyers be taking action to support a particular goal? Step 1 can help answer that question by providing a list of common industry strategies & initiatives based on the selections made in Pursuit Focus. The default view is to see strategies & initiatives relevant to the buyer you selected in Pursuit Focus, but you can add additional business functions to see additional strategies & initiatives. You can use them to inspire your thinking about conversation topics or questions to ask that could make discussions more relevant to your buyer.

Step 2

Use these potential questions in Step 2 of Discover to uncover challenges and dig deeper into areas that are likely of interest to your specific buyer. The default view is to see questions relevant to the buyer you selected in Pursuit Focus, but you can add additional business functions to see more questions. You can use them to have a more industry-focused discussion that helps you to build credibility, keep the conversation going, and potentially identify new areas of opportunity. Don’t forget to be prepared with follow-up questions.

Step 3

Step 3 in Discover is a place to add your own notes for the pursuit – it’s a great way to get your thoughts down and to keep track of your progress.