- 01Sales · Discovery
The second-meeting agenda that closes.
First meetings sell the possibility of working together. Second meetings decide whether the buyer moves you to shortlist. Most offshore agencies waste the second meeting re-pitching. The buyer wanted something else entirely. Here is the agenda that gets you moved forward.
6 min - 02Sales · Discovery
The discovery call that separates you from the seven other shops.
Senior buyers form their read in the first fifteen minutes of a discovery call. What they listen for is the difference between a vendor who has run a business and a vendor who has delivered code. The questions that signal one, the phrases that signal the other, and a script that reliably surfaces the right one.
8 min