This story was originally published on HackerNoon at:
https://hackernoon.com/the-first-sales-call-is-no-longer-the-start-of-discovery.
A buyer asks about pricing, integration, and what procurement needs. On many B2B websites, the next step is still a form followed by a discovery call.
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For years, discovery has been treated as something sales conducts after a buyer raises a hand. 1mind’s data suggests a meaningful share of buyers have already conducted much of it themselves.