Harness the Power of Your Virtual Sales TeamPart 2: Making the Team Work
Dave Stein - March 19, 2003

Discovery

Early in the campaign, the important thing is to get all your team members on the same page, share available knowledge, and plan ways to gather other required information. The first few meetings should be formal, with a printed agenda, including clear goals and time constraints (showing respect for team members' time). Their objective is to determine the prospect's requirements, based on research, preliminary conversations, and even RFPs, and what the best way is to find out what the prospect isn't telling you, or perhaps doesn't know, about his company's business needs. This process, of course, is called "discovery."..