This document combines a credibility introduction and preparation guidance in a ValuePrompter to help during discovery calls. Credibility Introductions should articulate for the referenced customer the Business Issue (similar to your current contact), the problems you helped solve that stood in the way of achieving the Business Issue, and the measurable impact the customer realized by leveraging the solution. It should be roughly 120 seconds, include metrics in all three areas and not talk about your solutions, to naturally flow into the discover call.
This resource is password protected. The required password and instructions for download can be found here. Please note that this link will only work once you have joined the Alumni Group.