Discovery, Demo, or Disconnect?
DiscoverOrg Sales
MAY 18, 2016
This article suggests a framework for analyzing the Client Pain Profile (CPP) to guide discovery, focus demos, and further clarify the SDR and AE roles. Once the SDR has defined an initial CPP, the AE may benefit from additional discovery to avoid engaging the prospect in a generic or stock demo. CPP and Trigger Events. Conclusion.
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