Articles by John Vrionis
- 4 boxes of discovery with sales prospects
John Vrionis, Founder and Managing Partner, Unusual Ventures
John covers 3 key concepts in discovery: • Qualifying B2B design partners as prospective customers requires learning about the current state of the business, the desired future state, the required product capabilities to the future state, and the success metrics they’ll use • Your goal should be to leave every interaction having added value and having learned new information about their problems, their ideal outcomes, their process, etc. • The future state allows the prospect to step into the hypothetical where their current problems and the negative consequences they cause have been solved.