You’ve probably heard “You can’t manage what you can’t measure, and you can’t measure what you can’t see.”

In the Discovery stage of the sales process, a different way to approach the conversation with a prospect is to try to get the prospect to think about what they need visibility into in order to be able to tell if the business is not only healthy in the moment, but also whether things are lining up so they’ll be ok in the future.

It’s a simpler way for a prospect to look at the question of what they need. Even if a business is informally run, people have stuff they want to know about. They’ve got their two or three things that they ask people about, which are really requests for visibility. It might be a way to drive healthy Discovery conversations.