Show all features is not effective……Such a great post from Max Luepertz on LinkedIn: This post follows on from my discovery meeting structure post but instead starts to answer the question ‘why do we do discovery in the first place’? There are lots of reasons to do discovery sessions: One of the biggest benefits to… Read More »A wild demo request appears: Pre-sales uses show all features!
Update March 2026 – If you haven’t discovered custom GPT’s in ChatGPT and you’re a user, go check them out. I’ve created a private GPT that I can upload a simple text file to with 1st Appointment notes, company website URL, attendee LinkedIn profiles in which then spits out a word template I created for… Read More »Evolving My Approach to Discovery Meetings: Adapting for Better Outcomes
If you’ve been following my journey for some time, you’ll be aware that I’ve been refining my approach to discovery sessions. My current approach includes: I usually commence the meeting by clarifying my intentions. Typically, I aim to: Subsequently, I always ensure I pose the question: “What are you hoping to achieve in this session?”… Read More »Mastering Discovery Sessions: My Refined Approach and Key Questions
I’ve recently been following many pre-sales leaders on LinkedIn, which has sparked some thoughts about our discovery process, including the questions we ask and the desired outcomes. It’s a bit challenging because there isn’t a one-size-fits-all approach, and what happens before the discovery phase can impact our decisions within it. We need to carefully consider… Read More »Enhancing Discovery: Improving Questions, Outcomes, and Meetings
Yesterday, I conducted a discovery session with a potential client. The Automation Consultant had talked to them about their files and discovered that they maintain paper archives and have a large off-site storage cost. During the discovery, I found out: – All files are stored in paper. They print digitally born documents and find it… Read More »Unlocking Efficiency: Exploring Paper Archives, Digital Files, and Document Management in Discovery
As a pre-sales professional, part of my role is to assist our business development managers in selling our intelligent document processing and automation solutions to our diverse range of clients, both in the hardware and software sides of our business. This often requires me to be on the move, meeting clients who may be situated… Read More »How Many Cancellations Are Too Many: Navigating Client Meetings in the Pre-Sales Landscape