Discovery Process Archives

Increase margins with discovery-driven SOWs

Increase Sales Margins with Discovery-Driven Scopes of Work

Written by Brian Cors on July 31, 2019. Posted in Discovery Process, Margin Creep, Scope Creep, Scope of Work.

Less than 50% of technology resellers provide customers a statement of work (SOW). Set yourself apart from the competition, maintain healthy project margins, and shut down scope creep in its tracks with a well thought-out, customized statement of work. Read how to make your discovery process be your secret weapon to drive better scopes and win you more profitable sales.

SDA Dynamic Content Creator – Better, Faster, Stronger Proposal Content

Written by Brian Cors on December 11, 2018. Posted in Discovery Process, Proposals, Sales Proposals, Scope of Work.

SDA’s Dynamic Content Creator dynamically configures, combines and pushes different types of content to Microsoft Word outputs such as proposals and statements of work. Read how content can be configured in many ways for better customer deliverables.

You Need This – Next Level Discovery-Driven Proposal Automation

Written by Brian Cors on September 19, 2018. Posted in Discovery Process, Presales, Proposals, Qualification.

Sitting down with a customer for a discovery meeting is an important step in the sales process. With SalesDoc Architect’s discovery-driven proposal automation you can drive more sales while spending less time in your sales tools and document creation chaos. Discovery-driven automation takes all the information related to customer requirements, needs, areas of pains, etc., then compresses it and all at once automates several steps the proposal and scope of work generation process.

SalesDoc Architect Automates Qualification and Discovery

Written by Brian Cors on July 25, 2018. Posted in Discovery Process, Executive Summary, Qualification, Sales Process.

CorsPro can automate your qualification and discovery processes in SalesDoc Architect. Using the Qualification and Detailed Discovery modules, SDA provides the necessary automation to deliver detailed proposals and scopes of work tailored to individual needs while avoiding any ambiguity that could lead to scope creep.

The Perils of Insufficient Qualification and Discovery

Written by Brian Cors on July 24, 2018. Posted in Discovery Process, Misconfigured Solutions, Qualification, Sales Qualification, Scope of Work.

Every sale starts with qualification and discovery. Read how not following a complete process and omitting key questions can lead to perilous ending that includes diminished margins, scope creep, and unhappy customers.

Is Being a Good Listener Enough?

Written by Brian Cors on February 28, 2017. Posted in Discovery Process, Qualification.

A strong set of discovery questions early in the sales process will get information from the customer without feeling like pulling teeth. Additionally, it will start to build a trusting relationship with your customer. Great questions will typically get great answers.