SocialADM.com Has sponsored this document for your free use. SocialADM.com is a Strategic Sales Tool provided as a Service (SaaS) and designed by Sales Executives to help other Sales Executives in their daily Sales Processes from Lead-to­‐Order. SocialADM is especially designed for Strategic, Complex, Value and Solution Selling Process.

1. Re-­‐Think
Your
Discovery
Ques4ons.
In
2012
Authored
by:
h?p://twi?er.com/kalleheinonen
h?p://www.linkedin.com/in/kalleheinonen

2. About
This
Document
About
This
Document
This
document
gives
a
framework
for
planning
your
Discovery
Ques4ons.
You
are
free
to
re-­‐use
this
plan
as
is
or
modify
it
to
be?er
fit
your
purpose.
Who
Should
Read
This?
This
document
is
planned
for
anyone
interested
in
making
sense
of
Strategic
Sales,
Complex
Sales,
Solu4on
Selling
and
Value
Selling.
Main
Target:
Directors,
Sales
Team
Leaders,
Business
Owners,
Sales
Execu4ves,
Others
Interested
About
SocialADM
SocialADM.com
is
a
Strategic
Sales
Tool
provided
as
a
Service
(SaaS)
and
designed
by
Sales
Execu4ves
to
help
other
Sales
Execu4ves
in
their
daily
Sales
Processes
from
Lead-­‐to-­‐Order.
SocialADM
is
especially
designed
for
Strategic,
Complex,
Value
and
Solu4on
Selling
Process.

3. Discovery
examples
Proposal
&
Closed
Planning
Discovery
Solu4on
Nego4a4on
Legal
Won/Lost
Technology Adaption Discovery
Adapta4on
Solution Category:
Mark as '1' if gone through.
Solution Provider All ready available Interested
[This
is
example]
Analytics (Web, Mobile, Applications, Offline) 1 1
Ad Network 1 1
Ad Serving/Display Advertising 1 1
Remember
that
to
Affiliate Marketing
Bid Management (Search + Display)
0
1
1
1
uncover
all
of
the
Community Ratings and Reviews
Content Guidance (Site Search, Merch., Recomm.)
1
1
1
1
discovery
phase
Content Management
Content Optimization/Multivariate Testing
1
1
1
1
ques4ons
you
will
Content Source 0 1
CRM SFA BI 1 1
most
likely
need
Customer Experience Management 0 1
E-Commerce Platform 1 1
to
meet
several
Email Marketing 1 1
Internal Search 0 1
people
involved.
Marketing Automation 0 1
Media Platform
Monetizing Solutions NOTE!
1
0
1
1
Try
to
rate
the
Performance Management
Discovery
Process
is
a
dialogue
not
an
interview.
Search Engine Optimization
0
1
1
1
answers
in
a
Social Media Marketing
Social Media Monitoring
1
1
1
1
simple
way
for
Tag Management 0 1
User Experience/Usability Improvement 0 1
having
an
Website Auditing 0 1
Other Solutions not mentioned here 1 1
adap4on
score.
Total 61.53846154 100

4. Discovery
examples
Proposal
&
Closed
Planning
Discovery
Solu4on
Nego4a4on
Legal
Won/Lost
Uncover
During
Discovery
Process
[This
is
example]
1. Adap4on
of
your
product/service
ecosystem
applica4ons
2. Process
Due
Diligence;
Who
is
making
decision,
how,
when,
what
effects
the
decision
making,
etc..
3. Value
Add
Uncover;
How
you
can
save
cost,
bring
revenue
or
add
process
effec4veness?
What
is
the
compelling
event
and
especially
what
are
the
individual
mo4ves
=>
Compelling.
4. Influence
Network;
Build
Intelligence
of
Influencers,
buyer
partner
roles,
coaches,
business
users,
technical
users,
agtudes.
à
Manage
all
this
informa4on
in
your
SocialADM
AccountBoard

5. Re-­‐Think
Your
B2B
Sales.
Our
Website:
h?p://www.socialadm.com
Our
Blog:
h?p://salesgonesocial.wordpress.com
In
2012
Authored
by:
h?p://twi?er.com/kalleheinonen
h?p://www.linkedin.com/in/kalleheinonen