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Discovery Call

<< All Sales Activities

Activites

  • Recap Discovery Agenda & Confirm
  • Socratic questioning of each stakeholder
  • Capture meeting notes / requirements
  • Playback understanding and confirm
  • Propose demo topics & confirm
  • Agree demo meeting date
  • Write-up & send requirements for approval

Skills Required

  • Organisational skills – client communications
  • Socratic method to elicit requirements from each stakeholder
  • Identify, capture and playback requirements
  • Articulate / envision a compelling solution for the client
  • Gain agreement from prospect for a demo agenda
  • Write-up requirements document post-meeting
  • Gain agreement to requirements write-up from prospect

Sign Off

  • Requirements written up
  • Prospect agrees that requirements are correct and complete
  • Demo agenda agreed
  • Demo meeting in diary

Resources

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