Investigative Depth
21 / 28Don't stop at "What?"
Investigative questioning usually fails for one reason: people do not go deeply enough.
Sales declined.
What declined?Enterprise renewals.
Where?Mid-market customers.
When did it begin?After implementation changes.
Why might those be connected?Customers may be experiencing greater friction.
What evidence would confirm or disconfirm that?Now you have a hypothesis to test.
Week 2 — Clarity Before VelocitySPXLab.Partners
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