Chapter 8
Discovery
“Discovery” is the initial phase in a customer’s buying journey where a customer does not realize that they have a problem to resolve or an opportunity to improve. They are unaware that you and your organization exist and could help them in achieving their goals. All of your existing customers at some stage did not know of you or your organization. Something triggered them to look, and somehow they discovered you. Do you know how they discovered you?
Agile Sales takes a scientific approach to “Discovery.” By understanding who your potential customers could be and identifying who they are and what they are doing on a day-to-day basis, you can start to build approaches to help them discover you with value and delight. For ...
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