This one underrated pain point in discovery can make/break your deal
The common types of pain are:
- Surface level
- Business impact
- Personal stakes
But don’t forget contextual pain
Context – or current realities – have real impact, enabling you to help your prospects see the bigger picture. A simple (and common framework): VUCA
Buyers (and sellers) are navigating:
- Volatility
- Uncertainty
- Complexity
- Ambiguity