» Take a systematic approach to evaluating multiple solutions to the same opportunity

» ‘Assumption’ is just another word for ‘things we believe’

» When there are many opportunities in contention, assess whether it’s worth solving the problem

» We tend to come up with solutions before defining the problem they solve

» Discovery is about understanding the problem space experienced by people

» When on a tight budget for discovery, mitigate bias where possible and document all the biases you see

» A relaxed participant will open up and be more honest with you

» A discovery can prompt one or more possible solutions, or tell you the problem is not worth pursuing

Despite relying on each other for the success of their products, the Sales and Product teams often have a jarring relationship. This is far from ideal. By looking at where things go wrong we can identify a better way of working with each other. The prizes on offer: shorter sales cycles, more easily achieved targets and customers who are always happy to hear from you.