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Discovery Interviews (Step 2)

Discovery Interviews (Step 2)

Dozens of in-depth articles to fine-tune your Discovery interview skills.

How to plan Discovery interviews

1. Deciding who to interview

2. Do we interview individuals or groups?

3. Planning your Discovery interviews in Blueprinter Tool 2.1

Preparing your interview team

1. Three interviewing roles

2. Qualifications and tips for each interview role

3. Building your team’s interviewing skills

4. Using Blueprinter AI to prepare for Discovery interviews... and conduct fewer of them

Convincing customers to be interviewed

1. Requesting Discovery interviews: What’s in it for customers?

2. Tools for setting up Discovery interviews

3. Overcoming customer objections to a Discovery interview

4. Special Case 1: You've already been meeting with this customer

5. Special Case 2: The customer wants you to make a presentation

6. What is a Market Insights Report?

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How to handle confidential info in an interview

1. Should you sign an NDA for a Discovery interview?

2. How to handle customer requests for an NDA

3. Cloaking sticky notes during Discovery interviews

4. Cloaking entire Blueprinting projects

How to conduct a Discovery interview

1. Final preparations before the Discovery interview

2. Tips for conducting each part of Discovery interviews

3. Avoid these beginner’s errors in Discovery interviews

Finding & using a digital projector for interviews

1. Why project your notes during interviews?

2. What if there’s no conference room for your interview?

3. Finding and bringing your own projector

How to conduct a customer tour

1. Three goals for B2B customer tours

2. The AMUSE B2B customer tour methodology

3. Recording your customer tour insights

4. Convincing customer to give you a tour

How to debrief & follow-up a Discovery interview

1. Debriefing after a Discovery interview

2. The Discovery interview debriefing checklist

3. How to record everything from your Discovery interview

4. The importance of customer interview follow-up

Engaging your sales colleagues in interviews

1. Why your sales colleagues must understand Discovery interviews

2. Using the website, www.blueprintingforsales.com

3. More ways to prepare sales colleagues for interviews

Engaging distributors in interviews

1. The distributor’s role in customer interviews

2. Interview benefits for the distributor

Interviewing customers down the value chain

1. Improving B2B customers’ products and processes

2. Finding value down the value chain

3. Practical tips for exploring your value chain

How to interview remotely with web-conferences

1. How to conduct web-conference customer interviews

2. Deciding between face-to-face and web-conference interviews

3. Tips for strong web-conference customer interviews

4. Bonuses for conducting web-conference customer interviews

How to interview at trade shows & other venues

1. Using trade shows to set up customer interviews

2. How to conduct interviews at trade shows

3. Interviewing multiple companies at once

Interviewing in different global cultures & languages

1. Understanding cultural differences

2. Conducting customer interviews in Asia

3. Convincing colleagues to interview customers in Asia

4. Conducting Discovery interviews in a different language

How to listen well during customer interviews

1. Becoming a great listener

2. Avoiding listening roadblocks

3. The PEAR listening method

How to probe during customer interviews

1. High-lumen and low-lumen probing questions

2. Supplier-led vs. customer-led interviews

3. What-and-Why probing method

4. Probing with your Discovery Interview Quick-Start Card

5. How do we test our hypotheses?

6. SALT Method for advanced probing

7. Seven Discovery Interview gambits to uncover more outcomes

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How to gather economic data during interviews

1. Data for your value calculator

2. Economic probing questions

3. Searching for economic interview data

How to create & use Current State questions

1. Purpose of Current State questions

2. Selecting your Current State questions

3. Using Current State questions during a Discovery interview

How to identify Must Haves (MH)

1. What is a Must Have?

2. Don’t confuse Must Haves and Top Picks

How to select Top Picks (TP)

1. Purpose of Top Picks

2. Informal Top Pick selection

3. Voting method for Top Pick selection

How to use Trigger Maps

1. Creating Trigger Maps for Discovery Interviews

2. Using Trigger Maps during Discovery interviews

3. Trigger Map strategies

How to form Outcome Statements

1. Identifying Outcomes vs. Solutions and Background

2. Creating Outcome Statements

3. Optimizing your Outcome Statements

4. The Importance of Context for Jobs and Outcome Statements