Discovery is very important - but it's poorly understood what exactly you should be looking for in the first moments of a sales call and founders almost always screw it up. This leads to a confused customer being grilled with random questions and the founder struggling to connect with the customer and generate interest in their product (the wrong way to think about it).
In this episode, Rob discusses how to properly run demand discovery at the start of a call - using the PULL framework and a simple process that will immediately improve the quality of your calls.
Rob's book "The Power of Pull" is now available for pre-order! https://amzn.to/48KC1yv
PSA - next PMF Camp starts in Feb. More info on how to join here: www.robsnyder.org under "Learn more and get started"