Playbook: Discovery Teardown
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Every 10th episode, we tear down one topic. This is how to structure your discovery.

FOUR ACTIONABLE TAKEAWAYS

• MAKE IT A CONVERSATION - figure out the problem, make it strategic, and be disarmingly blunt.

• Set the agenda by building rapport, establishing expectations, and anchoring them to next steps.

• Utilize humbling disclaimers and stories to ask better questions.

• Schedule next steps for at least 70% of your opps to ensure you know their buying process.

RESOURCES DISCUSSED

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• Things you can steal)