Live Session — Limited Places

The δiscovery Gap

You get one shot with each prospect.
One conversation to demonstrate you understand their world.

Most founders walk in and talk about their technology.
The prospect is polite. Nothing happens.
Another door that won't open twice.

Then investors ask: "What's the pain point, in the customer's words?"

Silence.

The problem isn't that they don't talk to customers.
The problem is they don't discover anything.

"You asked more questions than you normally do. And they were much better questions. I didn't realise they were prepared."

Brewster Barclay — RAEng Enterprise Hub Mentor, 40 years in B2B sales

[DATE TBC]
30 minutes
LinkedIn Live

With Frank Smeets and Michael Rivers

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