ABSTRACT
“Discovery” is the initial phase in a customer’s buying journey where a customer realize that they have a problem to resolve or an opportunity to improve. Agile Sales takes a scientific approach to “Discovery.” By understanding who the potential customers could be and identifying who they are and what they are doing on a day-to-day basis, one can start to build approaches to help them discover them with value and delight. The cohort target list, coupled with a Kanban system and cohort chart, can be used for account management as well as for business development. Empathy is vital in building relatedness with a customer and, through this, developing the foundation for a business partner relationship. Gaining an understanding of both personal and organizational background, goals, aspirations, and challenges, with each key decision-making persona, enables the development of long-lasting relationships.
