This element of discovery results in deal expansion: Level 5 is all about Vision Reengineering. Prospects don’t know what they don’t know…! Frequently, prospects
Assessing Discovery Skill Levels: Level 5! Read More »
What do most vendors miss when doing discovery? Uncovering value! And without capturing and communicating tangible value, you really can’t call it discovery.
Assessing Discovery Skill Levels: Level 4! Read More »
Let’s go a bit deeper to… Level 2 When doing discovery, if you or your colleagues simply uncover “Pain” and go no further, then
Assessing Discovery Skill Levels: Levels 2 and 3 Read More »
Many sales and presales practitioners say they are skilled at doing discovery – but are they? Are you? Here’s a simple method to assess yourself
Assessing Discovery Skill Levels: How Do You Rate? Read More »
Many sales and presales practitioners say they are skilled at doing discovery – but are they? Here’s a simple method to assess yourself or
Assessing Discovery Skill Levels – How Does Your Team Rate? Read More »
A handful of questions is not sufficient! Effective discovery requires knowing when and how these questions and associated skills should be applied. Should a
What Is a Discovery Methodology? Why Is It Important? Read More »
“Even monkeys fall from trees.” (Saru mo ki kara ochiru) – Japanese Proverb I was visiting prospects in Japan with representatives from one
English: Lesson Learned? Read More »
This was a personal Dunning Kruger experience for me… “In literature the ambition of the novice is to acquire the literary language; the
There’s a feeling you get, doing discovery, when everything is clicking. Your prospect is engaged, empathy is aligned, it’s a real conversation. Your
When Discovery Is Going Well… Read More »
Customers sing your praises to prospects (then beat you up about desired functionality)! One of my first recommendations as a board member was
Users’ Groups: An Underutilized Competitive Weapon! Read More »
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