ZARZA We are Zarza, the prestigious firm behind major projects in information technology.
Listen "Optimizing Your Value Discovery"
Episode Synopsis
Sellers are taught to ask a few questions of discovery, but many times these are not the right questions, focused more on sizing and qualifying the prospect versus finding out what ails them. Instead of a diagnostic, most seller discovery is "solutioning".In this valuable coffee talk we interview value enablement leader Matt Denton, to find out how he teaches and enabled his sales teams and value consultants to successfully implement better value discovery.
More episodes of the podcast Value Coffee Talk
The Art of Quantifying Value
16/12/2025
Navigating the AI ROI Paradox
02/12/2025
Is Your GTM Ready for the Outcome Economy?
11/11/2025
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