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discovery

Evolving My Approach to Discovery Meetings: Adapting for Better Outcomes

My approach to discovery meetings is continually evolving. To ensure I’m well-prepared, I allocate dedicated time each week for preparation: By chasing notes on Friday morning, I give consultants sufficient time to write up and send their notes ahead of my Monday morning preparation slot. Cheat Sheets for Discovery Meetings I’ve developed cheat sheets for… Read More »Evolving My Approach to Discovery Meetings: Adapting for Better Outcomes

Mastering Discovery Sessions: My Refined Approach and Key Questions

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

Enhancing Discovery: Improving Questions, Outcomes, and Meetings

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

A Week of Achievement: Celebrating Success with RPA Projects and Tangible Returns

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

Transforming Sales Strategy: The Power of Narrative Storytelling

Lately, the topic of ‘storytelling’ has gained significant traction across professional platforms such as LinkedIn and other social media networks, particularly in regard to its role in the sales process. A noteworthy perspective on this subject has been shared by Jon Brosio in his LinkedIn post. Brosio lays out an effective narrative framework for storytelling,… Read More »Transforming Sales Strategy: The Power of Narrative Storytelling

Unveiling the Buzzword Bingo Phenomenon: Navigating the World of Tech Jargon

During a recent discovery call, I had an encounter with an individual who not only inundated the conversation with buzzwords but also mentioned the notorious game of buzzword bingo! I checked off the following buzzwords: • RPA (Robotic Process Automation) • Power Apps • Power Query • ‘Surface data’ • Logic App • AI (Artificial… Read More »Unveiling the Buzzword Bingo Phenomenon: Navigating the World of Tech Jargon