Walk a Discovery Call from Context to Value

Discovery pressure Priya is speaking with Jonah, VP Support. Ticket volume rose 40 percent after a product-led growth launch. Jonah says, 'The team is busy, but we are handling it.' The call only becomes qualified if Priya uncovers whether busy means painful, measurable, and worth solving. SPIN progression Context -> Pain -> Consequence -> Value Move one layer at a time. Each layer earns the next and produces stronger MEDDIC evidence. Shortcut Demo after context A business case the buyer helped build. Advance only when the buyer has given you evidence for the current layer. 01 Context 02 Pain 03…

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