Discovery Testimonial

Speaker: Tom Savoie, Corporate Account Executive

Tom Savoie: I think the two things that Charles has done to most help take my discovery to another level have been (1) helping me to think about deeper and more thoughtful questions I can be asking my prospects. When I began working with Charles, one of the bigger challenges that I had was that I would ask very surface level, I would almost say templatized or formulated questions that, while they would get me an answer that checked the box, they didn't really help me do a good job of understanding my prospects. To the second point, I think what Charles ultimately taught me to do is to lead with insight, I'm significantly more confident in my ability to speak to prospects as a peer, share insights around what we're seeing from similar use cases, there peers in their industry, and using that as a way to get the prospects to open up more, share more information, as well as provoke thought in prospects who may not have considered certain challenges or who may not have thought about certain opportunities, but that ultimately end up finding those particularly valuable.