Escalate or Coach a Stalled Discovery Call?
Diagnose whether a stalled discovery pattern calls for coaching, playbook change, or opportunity escalation.
Pattern or panic? Leadership sees discovery weakness, but the right remedy depends on what actually broke in the conversation. If you skip diagnosis, you may coach the rep when the talk track is broken, or rewrite the playbook when the deal was never qualified. Three-level diagnosis Behavior -> guidance -> deal quality Start with what the rep did, then inspect the guidance they were using, then check whether the opportunity itself deserved further work. Blanket retraining Feels decisive, fixes little. The fix matches the real failure mode. Discovery quality is a system output, not only a rep trait. 01 Listen…
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