Four Boxes Discovery Framework
When we outline the qualification-led sales process with founders, the first question we get is, “I understand what information we need to pass each gate and why it’s important, but how do we get that information from the prospect?”
We want to introduce the concept of the four boxes for performing discovery and taking notes throughout the sales process. The four areas you’ll do discovery around are:
- The current state of the business
- The desired future state
- The required capabilities to get them from the current state to the future state
- The success metrics they’ll measure to know they’ve achieved this goal
[See original article for breakdown]
Most relevant during:
PMF phase
GTM Fit phase
Scale phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
