Guide to Presales Discovery: How to prepare and run a discovery

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CONTENT

1. Before We Start
1.1 What You Can Expect
1.2 Why To Read This Ebook
1.3 Who Should Read This Ebook
1.4 About The Author 

2. Introduction To Discovery
2.1 Definition
2.2 Context
2.3 Benefits
2.4 Considerations 

3 Process Overview
3.1 Preparation
3.2 Delivery
3.3 Post-processing

4 Preparation
4.1 Opportunity Research
4.2 Industry Research
4.3 Company Research
4.4 Digression: Communication Styles
4.5 Interviewee Research
4.6 Question Write-up
4.7 Conversation Starter
4.8 Interview Flow
4.9 Logistics

5 Execution
5.1 Asking Questions
5.2 Active Listening
5.3 Body Language
5.4 Taking Notes
5.5 Considerations

6 Post-processing