How to Set Up a Discovery Meeting

If the goal discovery meeting is to qualify in or qualify out, then if I need to show something, there's three things that you can do in a discovery meeting. The first contact with a customer is always a demo. Now, my preferred one is whiteboard, but flying around for intro meetings is tough. And all you're doing is giving your salespeople a crunch and hoping that they're just sitting there saying, I'm going to show some stuff that someone else signed off on.