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!
A discovery meeting should not be a polite chat before a demo. When I run discovery sessions around process automation, whether that is Accounts Payable, Sales Order Processing, or Customer Enquiry Management, I usually frame the meeting around these three objectives.
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
Last week, I shared an update on LinkedIn about the promising schedule I had for the upcoming week. The Automation Consultants have been achieving great results, and my calendar was fully booked with the following meetings: 7 new discovery meetings for 7 exciting automation projects. 2 productive RPA meetings that should lead to the creation… Read More »A Week of Achievement: Celebrating Success with RPA Projects and Tangible Returns