Discovery Topic Blog Archive
The Discovery Topic Blog Archive features expert insights and evidence-based strategies from authors like Roberto Parra and Amanda DeVlugt, covering modern sales discovery tactics, buyer behavior, solution alignment, and evolving B2B sales methodologies to improve alignment, qualification, and deal closure in a changing sales landscape.
Modern Discovery Tactics for the Pre-Convinced Buyer
Learn a new, evidence-backed approach that blends the latest behavioral science research with practical tactics your teams can use right away.
- Author: Roberto Parra
- Date: September 25, 2025
The Great Discovery Disconnect: Are You Selling to a Problem That’s Not There?
Learn why 54.5 percent of discovery conversations lead to misaligned solutions and how to transform your discovery from surface-level agreements into closed-won deals using a problem-minded approach.
- Author: Roberto Parra
- Date: July 10, 2025
The Emblazers Podcast, Ep. 13: From 20 Questions to Professional Curiosity with Catherine Alexander
Amanda DeVlugt sat down with sales training expert Catherine Alexander to explore how sales teams can move away from interrogation-style discovery and adopt a more effective approach.
- Author: Amanda DeVlugt
- Date: May 13, 2025
New Data Reveals the Single Biggest Predictor of Sales Success
In this Winsight, you’ll see new data from thousands of recent deals that shows just how crucial solution alignment has become over the last two years.
- Author: Roberto Parra
- Date: April 23, 2025
Breaking Through Buyer Bias: Navigating the New Rules of B2B Sales
Deep dive into the behaviors that shape your buyer’s journey, and learn evidence-backed sales techniques to respond effectively.
- Author: Roberto Parra
- Date: March 28, 2025
The Emblazers Podcast Episode 3: Dick Dunkel on Keeping Sales Qualification Simple
Tim Riesterer and Amanda DeVlugt sat down with the father of MEDDICC, Dick Dunkel, to talk about his famous sales qualification methodology and how it's different from discovery.
- Author: Amanda DeVlugt
- Date: March 4, 2025
Unlearning Discovery: New Research Shows Why B2B Sales Must Evolve
Traditional discovery methods, designed for an era when sellers controlled the flow of information, now fall short in engaging buyers who believe they've already done their homework.
- Author: Tim Riesterer
- Date: February 6, 2025
MEDDICC Is Not a Discovery Tool
MEDDICC is a powerful qualification framework—but it’s not a discovery tool. Leading with MEDDICC skips the value-creating work of uncovering problems, shaping visions, and finding solutions. Keep discovery and qualification in their lanes, and you’ll go from being just another vendor to an invaluable partner.
- Author: Tim Riesterer
- Date: January 23, 2025
Adapt to Win: Discovery Tactics to Engage the Modern Buyer
Learn how to lead discovery conversations that better align with your buyers’ current buying process.
- Author: Roberto Parra
- Date: November 22, 2024
Escalation of Commitment: The Hidden Bias That’s Killing Deals Before They Start
Escalation of Commitment is a psychological bias that’s becoming increasingly devastating in modern B2B sales. Find out what it is and how to overcome it in this article.
- Author: Anton Rius
- Date: November 18, 2024
Identify Your Buyer’s Problem Statement
Craft a problem statement that captures the core of your buyer's issue.
- Author: Roberto Parra
- Date: August 14, 2024
Chase Problems, Chart Success: Take a New Route in Discovery Conversations
Learn how you can improve discovery by identifying the real problems your buyer needs to solve.
- Author: Roberto Parra
- Date: July 30, 2024