We all know the importance of Discovery, there is an entire chapter in “Demonstrating to Win!” dedicated to the subject. In Bob Riefstahl’s and Dan Conway’s new book Rule of 24: The Future of B2B Client Engagement, I searched the term “Discovery” and there were 155 instances. Why? Because a good discovery sets up your team to be able to align your solution to your client needs and deliver a targeted demo or sales presentation. Most tech sellers will agree it’s an important step in the sales process. Here’s the problem: prospects, customers, sales reps, technical reps, client success, everyone... are getting discovery fatigue.