A ton of important insights are lost because we don't ask the right FOLLOW UP questions to probe and learn - especially on customer discovery calls.
Shout out to Will Fuentes of B2B sales consultancy Maestro Group who uses "question trees" to help train sales folks on asking the right follow up questions.
(BTW, I connected with Will through the amazing MindShare Inc. community of founders, entrepreneurs and other tech leaders.)
For example, one of the questions I teach is:
"What would your boss want you to tell me or ask me if he or she knew we were meeting?"
If the answer is "X," then the follow up would be:
"That's helpful, thanks. And what's the one thing that absolutely has to be off your boss's whiteboard in the next 90 days that would lead him to say to X?"
Will's company even created an app to help train reps on "question trees."
Check out The Maestro Group.