Checklist Discovery Questions Are Ruining Your Pipeline; Here’s What To Do Instead
The biggest drop off in pipeline is happening after Discovery one yet no one seems to be alarmed. More top of funnel tends to be the answer, but it is costing you more money and burning your reps out.
Curious as to why so much drop off is happening, I set out to investigate in further detail why so many teams are losing buyers at this stage. Unscientific research has shown (this is after 9 months of conducting discovery calls and diving into more pipelines and stages that I can count) anywhere from a 50%-87% drop off after discovery . . .
