Day 177: Bad discovery accepts vague words like “easy,” “scalable,” or…

💡 Tip — Day 177

Bad discovery accepts vague words like “easy,” “scalable,” or “better visibility.” Great discovery turns them into behavior: “When you say easier, what would your team stop doing on Monday morning?” That’s where real buying criteria hide. 🎯 Try this today: Pick one vague phrase from a live deal and write two follow-ups: “What does that look like day to day?” and “How would you know it improved?”