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NEXT Partner Webinar: 3 Truth-Seeking Questions Every Founder Should Ask Customers & Prospects

January 25 @ 11:00 am - 12:00 pm EST

Virtual Event Virtual Event

3 Truth-Seeking Questions Every Founder Should Ask Customers & Prospects

Maybe you’ve heard this amusing movie quote: “That’s enough about me, let’s talk about you. What do you think of me?” Unfortunately that’s how too many companies – especially early-stage founders – interact with prospects and customers. Too much talking and too many slides ABOUT US and THE PRODUCT!

That leads us to another quote you may be familiar with: “Successful companies first fall in love with the customer’s problem, not their own solution.”

It’s true. Startups need to ask about and understand customers’ real-world priorities and challenges BEFORE they launch into their pitch and value prop. But what questions do you ask to discover the customer’s truth? And how do you “listen between the lines” to make sure you’re hearing what’s most important to THEM?

In this session, customer discovery expert Bob London will give you immediately actionable tools, resources, and techniques to help you have more strategic, revealing customer and prospect conversations, including:

  • Disruptive questions to understand their real-world business drivers and true priorities.
  • Deep listening techniques to maximize insights.
  • Templates and tips to guide your prospect / customer conversations.


Bob London teaches companies how to have more strategic and revealing customer conversations. Over the course of conducting more than 2,700 customer discovery conversations with B2B decision-makers, Bob developed a series of bold, disruptive questions and deep listening techniques – called Radically Authentic Discovery – that get customers and prospects to open up about what’s most important TO THEM. Bob has been named in both 2022 and 2023 as a Top 25 Customer Success Influencer by SuccessCoaching. He is also an Entrepreneur in Residence at the University of Maryland’s Dingman Center for Entrepreneurship. This webinar is provided by Bob London not NEXT powered by Shulman Rogers.


January 25
11:00 am - 12:00 pm EST
Event Category:
NEXT Partner Webinar Series


Bob London
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