The goal of a sales cycle is to remove any obstacles that your customer faces while implementing your software. While discovery calls are great, sometimes they are more confusing than they are enlightening.

"Queue" might mean one thing to Team A but something entirely different to Team B.

You can't really know if you're on the same page until you draw a diagram.

They say the best way to figure out the correct answer is to post the wrong one somewhere on the internet. Someone will show up to correct you.

The same is true in the world of engineering — draw a diagram to have folks point out what is incorrect.

What is actually true?

This is the best question in technical sales. Diagrams are a great way to improve your answer.

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