Run a consistent discovery-to-close motion that uncovers pain, quantifies impact, and earns trust. Use structured questions, mutual action plans, and clear next steps to compress cycle time.
The primary goal of discovery is to ______.
negotiate discounts first
collect personal trivia
pitch every feature immediately
surface business pain and success criteria
Which framework best structures qualification in complex B2B?
MEDDICC or a similar evidence‑based checklist
Anecdotal gut feel alone
Only counting email opens
First‑come‑first‑served leads
A Mutual Action Plan (MAP) mainly helps by ______.
making milestones, owners, and dates explicit
replacing contracts
eliminating procurement
hiding timeline risk
Effective demo strategy is to ______.
read pricing pages verbatim
tailor flows to the top use cases discovered
show every feature sequentially
avoid questions until the end
To progress after discovery, the best next step is ______.
send a generic PDF and wait
escalate to legal immediately
offer a steep discount unprompted
confirm recap, validate success metrics, and schedule a demo
In negotiation, value protection starts with ______.
promising unlimited scope
starting with the lowest price
ignoring ROI entirely
linking price to quantified ROI and scope
Proof stages that de‑risk enterprise buys are ______.
anonymous web forms only
pilot or POC with agreed exit criteria
gift cards for meetings
free trials with no goals
A common close plan blocker is missing ______.
holiday greetings
sales swag
press quotes
access to the economic buyer and procurement path
Forecast hygiene improves when reps ______.
tie stages to verifiable evidence, not feelings
upstage to hit targets
remove all notes
sandbag at random
Post‑close handoff should include ______.
a success plan with owners, KPIs, and kickoff date
only a congratulatory email
silence until renewal
pricing redactions
Starter
You know the basics—tighten discovery and next‑step discipline.
Solid
Solid play—use MAPs, evidence‑based stages, and ROI anchors.
Expert!
Playbook pro—you run crisp discovery, proof, and close plans.
