One of my three priorities for Q3 is to improve my organization's discovery conversion rate.

To help move this priority forward, I've spent several hours working with our enablement, marketing, and operations teams to create a "First Meeting Deck" to drive meaningful, value-based conversations early in the sales process.

This exercise has forced me to consider how discovery can be taught and executed at scale.

This is the third email of a series where I'll walk you through the outcomes (and example questions) that may help you improve your ability to quickly engage in deep discovery.

If you missed the first email (point-of-view and priorities), you can read it here.

If you missed the second email (current state and blockers) you can read it here.

​Today, we'll cover negative consequences.