Discovery Excellence

Reps rush discovery or skip it entirely. Build the habit of deeper questions and active listening before pitching.

Great deals start with great discovery. This initiative coaches reps to ask deeper, more insightful questions that uncover real business pain rather than surface-level symptoms. Hive grades each discovery conversation on question depth, active listening, follow-up quality, and how well reps connect problems back to business outcomes. Reps get specific feedback on missed opportunities to dig deeper and suggestions for better follow-up questions they could have asked. Perfect for teams where reps rush through discovery or default to feature-pitching too early.