Where are you and your team?

For example, are you aware of and apply the following skills?

The classic Four Stages are particularly apropos for doing discovery:

Stage 1 – Unconsciously Incompetent:

They don’t know what they don’t know. Many (most?) sales, presales, and customer success folks are in this category but are unaware…!

Stage 2 – Consciously Incompetent:

They understand they need to do better or operate differently, but don’t know what or how to accomplish this.

Stage 3 – Consciously Competent:

They know what to do but have to consciously think to execute properly.

Stage 4 – Unconsciously Competent:

They do the right things without extra thought.

Where are you and your team on this spectrum?

If you’d like to assess yourself and improve, here are resources to draw from:

Want some easy-to-consume nuggets? Browse the blog: https://greatdemo.com/blog/

And here are 35 more all in one place: Suspending Disbelief: A Collection of Sales, Presales, and Marketing Stories (and Lessons Learned)

Want to go a bit deeper? Here are a few good articles to explore:

Assess Your Discovery Skills Level

Uncovering Critical Business Issues – What, Why, and How

Let’s Talk About Value – Uncovering the Delta

Critical Dates – Prevent Prospect Procrastination: A Never Stop Learning! Article

Doing Discovery with Your Prospects’ Executives

Want to dig into the full methodology at your own pace? Grab a copy of “Doing Discovery” here:

Prefer podcasts? Here you go!

“Doing Discovery” SE Book Club – What’s YOUR Discovery Skills Level?

Demologue Podcast – Discovery, Menus, Automated Demos and More!

In the Spotlight Podcast – Doing Discovery

SaaS Backwards Episode 155 – You’re Probably Doing Discovery Wrong—And It’s Costing You Deals

Ready to invest in yourself or your team? Instructor-led training can be found here:

Four Stages of Competence in Discovery