Pipeline Accelerator Insight #46: Don’t Discuss Solutions During Discovery
Discovery of unmet needs should be guided by knowledge of your markets and their most critical pain points.
But leave your solutions and prototypes at home.
Discovery is about understanding their pain points.
Whipping out a prototype too early signals that you are trying to price your solution.
That’s the worst thing you can do to keep them sharing critical commercial and economic information.
So focus on their world during discovery and save solution discussions for the next call.
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