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What’s Your Discovery-to-Demo Ratio?
Do you track your Discovery-to-Demo Ratio? You should!
What’s Your Discovery-to-Demo Ratio? Read More »
Advanced Topics
What If You Can’t Get Your Prospect’s Value Numbers in Your Discovery Conversations?
I urge sales and presales folks to uncover tangible measurements of value in their discovery calls with prospects. But what if you can’t get specific numbers from them, for whatever reason?
What If You Can’t Get Your Prospect’s Value Numbers in Your Discovery Conversations? Read More »
Storytelling in Demos: The Hero’s Journey in 60 Seconds…!
Nearly all sales and presales folks want to improve their storytelling skills in demos and discovery conversations. Here’s one simple approach: present a hero’s journey story in 60 seconds…
Storytelling in Demos: The Hero’s Journey in 60 Seconds…! Read More »
Webinar Recording: Discovery on the Fly? Some Plane Thinking
The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the “Book a Demo” button. After all, they want to see a demo, right? We’ll just ask them a few questions along the way…
Webinar Recording: Discovery on the Fly? Some Plane Thinking Read More »
Prospects Say “No” But Vendors Don’t Listen…
Fundamentally, people don’t like to say “no” to other people. They are often uncomfortable expressing their true feelings. We see this play out in sales cycles over and over, costing both vendors and prospects an enormous amount of wasted time and energy. Here’s an example…
Prospects Say “No” But Vendors Don’t Listen… Read More »
Upcoming Webinar – How Buyer Enablement is Changing Discovery
How many of us have actually purchased enterprise software? How can we, as vendors, enable both novice and experienced buyers to make their buying and value realization processes as frictionless and successful as possible? What is the role of discovery in supporting these efforts?
Upcoming Webinar – How Buyer Enablement is Changing Discovery Read More »
Gondola.ai Discovery Video Interview
You’ll note that the conversation includes many of the key discovery elements introduced in Doing Discovery. You can find this 27-minute interview here!
Gondola.ai Discovery Video Interview Read More »
Bits About Books – Doing Discovery Interview
“Bits about books episode #54 featuring Peter Cohan. We speak with him about his new book Doing Discovery – The Single Most Important Element of Software Sales and Buyer Enablement Processes. The episode is now #LIVE!”
Bits About Books – Doing Discovery Interview Read More »
Discovery on the Fly? Some Plane Thinking
The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the “Book a Demo” button. After all, they want to see a demo, right? We’ll just ask them a few questions along the way…
Discovery on the Fly? Some Plane Thinking Read More »
What is Lead Churn?
Have you ever reached out to a vendor to learn about an offering – and been refused? Have you ever clicked the “Book a Demo” button on a vendor’s website – and never saw a demo? How did you feel?
What is Lead Churn? Read More »