Commercial Discovery (B2B Consulting Sales)

Purpose

• Enable thorough, structured discovery for B2B consulting sales.
• Unlike SaaS discovery (which demos a product), consulting discovery must deeply understand the client's current state, desired future state, organizational dynamics, and constraints to later design a custom solution.
• Prepare the seller and capture structured notes.

Key Differentiation from SaaS Discovery

• No product to demo — discovery IS the product sample.
• Must assess organizational readiness, not just feature fit.
• Need to understand current tech stack, team capabilities, and culture.
• Must map multiple stakeholders (not just a single buyer).
• Consulting discovery often spans 2-3 meetings, not one.

Scope

• This skill WILL:
  • Generate pre-meeting research briefs with tailored SPIN questions