Microlearning
Quantifying Business Impact
Because your Discovery score is 61%
Buyers fund change when the cost of the status quo is clearer than the cost of your product. This lesson trains the three questions that turn a vague pain into a number.
Name the metric they already watch
Ramp time, win rate, cycle length, churn, cost-to-serve. Ask which number their leadership already reviews — do not invent a KPI.
Size the leak
“How often does this happen, and what does one occurrence cost?” Convert frequency × unit cost into a monthly or quarterly figure.
Ask the six-month question
“What happens if this continues for six months?” Implication questions create urgency without a pitch.
Hold the number
Write it back: “So we are talking about roughly $X a quarter.” If they correct you, that is progress — you now have a shared figure.
Drill
In your next discovery call, do not mention product until you have a buyer-owned number.
Knowledge check
A CFO says “we just need better visibility.” What do you ask first?
Which decision is currently delayed or wrong because the visibility is missing — and what does that cost?
When should you present ROI proof?
After the buyer has named their own impact figure. Proof then confirms, it does not replace, discovery.