30 Doing Discovery Insights: The Tony Moze Podcast – How to Do Discovery in Sales & Presales - Great Demo

30 Doing Discovery Insights: The Tony Moze Podcast – How to Do Discovery in Sales & Presales

0 Doing Discovery Insights: The Tony Moze Podcast – How to Do Discovery in Sales & Presales

I joined Tony Moze for this 65-minute exploration of:

  • Why I wrote Doing Discovery
  • “It’s not what I know, it’s what they tell me…!” The Curse of Knowledge
  • Some poor assumptions…
  • A head of sales’ revelation that “80% of my team believe they do a good job with discovery, but they really don’t!”
  • Geography and applicability, cultural differences
  • “When someone has a serious problem [that they want to solve], they want to be discovered…”
  • “About You…” example
  • What about home-built templates and scripts?
  • Full sentences vs prompts, and authenticity
  • How much discovery info is needed or enough?
  • An inquisition?
  • Discovery as a journey, but with clearly defined destinations: E.g., Great Demo! Situation Slides
  • Gaps with typical home-built discovery templates and scripts – and some key metrics
  • Sales stage conversions, No Decision outcomes, wasted demos…
  • Go to Market and the Customer Journey vs Sales Process: Buyer Enablement
  • Target audience for Doing Discovery – business discovery vs technical discovery – a team sport and roles
  • The horrors of Lead Churn – and being qualified out
  • Quid pro quo – and its impact on avoiding Lead Churn
  • Experienced vs inexperienced buyers and champions
  • Great Demo! vs Doing Discovery: Which book to read first?
  • Discovery on the Fly – when and when not to use?
  • Vision Generation Demos – that enable discovery
  • The Technology Adoption Curve and its impact on discovery
  • Vendor vs buyer enablement – and providing ballpark pricing as an example
  • Champion enablement
  • Presales research studies?
  • Differences in doing discovery when buying tools vs complex solutions
  • Seeing a doctor, the doorknob effect, and admitting deep pain
  • How much discovery is enough?
  • My favorite discovery question!

Hope you find this useful…!

You can find Doing Discovery on Amazon in paperback, Kindle, and Audiobook formats.

You can find the podcast here. Enjoy!

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