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Discovering Discovery

Discovery is an integral part of the technical sales cycle and a sale's engineers best friend.

John Care at Mastering Technical Sales also explains the importance of discovery with simple tips.

At NSEC 2019, competitors should focus on understanding the customer's problem during discovery. This is not a time to demo features and talk about a solution. You should come out of this meeting understanding the customer's pains, timeline, and goals. 

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