The Revenue Cafe
The Revenue Cafe
Mar 24, 2023
#51 - Discovery Is Not Dead, You're Just Doing It Wrong (Part 1) - with Tarmo van der Goot
Play • 8 min

On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Tarmo van der Goot, Vice President - EMEA at Chargebee. Discovery fatigue is real, but it's likely not what you think. Tarmo gives the zoo as an example. Buyers, when they go to the zoo, they only want to see their favorite animal. In your demo, you can't jump to a product or price without first knowing what the problem is. How? Sellers must be empathetic and conscious of wasting time.


Know what "animal" your buyers want to see before the demo - Tarmo: "If your buyers are scheduling demos and you basically immediately start with showing your product but you don't know what the actual problem is, then literally, you are the problem because you're not giving me what I'm here to see. So discovery fatigue, it is a real thing, but buyers do still love a good discovery. What they don't like is a bad discovery"

You can find out more about Tarmo in the link below: 

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