The Great Discovery Disconnect: Are You Selling to a Problem That’s Not There?
The article reveals that 54.5% of sales discovery conversations result in misaligned problem understanding between sellers and buyers, causing deals to fail, and offers insights from sales experts Doug Hutton and Jay Livingston on adopting a problem-focused discovery framework to better align with buyer needs, test assumptions early, and increase closed-won deals.
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.
Your reps ask great questions. Buyers give thoughtful answers. Everyone leaves the call confident. But 54.5 percent of the time, sellers and buyers walk away misaligned on the problem to be solved. And when that happens—even slightly—the deal is already dead.
Join Doug Hutton and Jay Livingston, veteran sales leaders at Corporate Visions with more than four decades of combined experience, for a sharp, evidence-backed look at why discovery carries more weight than you think (and what to do about it). You’ll learn:
- Why good deals collapse, and reps don’t see it coming
- A modern discovery framework that adapts to shifting buyer needs
- Ways to align early, test often, and win more consistently
Great First Step
You're on your way to having more engaging and insightful discovery conversations.
The Great Discovery Disconnect: Are You Selling to a Problem That’s Not There?