Discovery (sales)
Discovery is the phase of a B2B deal where you investigate the buyer's situation, problems, goals and buying process before pitching anything. Done well, it's the highest-leverage part of selling: you learn whether there's a real problem worth solving, who's involved in the decision, what success looks like to them, and what the problem costs if left unsolved. Everything downstream, the demo, the proposal, the price, lands better when it's built on what you uncovered here.
For a founder, the temptation is to skip discovery and jump straight to showing off the product. Resist it. A pitch given before you understand the buyer is a guess. Strong discovery uses open questions (frameworks like SPIN help) and listens far more than it talks, often a 70/30 split in the buyer's favour. It also qualifies out the deals that were never going to close, saving you the weeks of effort a lean operator can't spare. Demo to the problem you found, not to your feature list.