When you show up for a discovery call, the procurement team has already vetted...

https://list-wiki.win/index.php/When_a_Critical_Article_Ranks_for_Your_Brand_Name:_A_Survival_Guide_for_B2B_Brands

When you show up for a discovery call, the procurement team has already vetted you. They check G2 and LinkedIn to see if your promises hold water or if you’re just another vendor with a glossy deck