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 »
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 »
One of the best ways to be perceived as authentic and natural is to be genuinely curious when doing discovery…
Doing Discovery: Be Curious! Read More »
How does this 55-minute “discovery” call compare with yours?
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 3 Read More »
Here’s the short list of why so many discovery calls fail to accomplish their actual objectives…
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 2 Read More »
What’s the tangible difference between a conversation and an inquisition? Give and take. It’s the give portion that’s missing from so many discovery conversations!
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 1 Read More »
Well over 1000 copies of Doing Discovery have been purchased in the past couple of months, including over 100 Audiobooks, and we’re hearing positive feedback from those who have begun to put the ideas into practice…
Doing Discovery – Now Over 1000 Copies Read More »
Looking for something that not only “moves the needle” but swings it into a whole new category? It is time to uplevel the team’s discovery skills!
SKO Topic That SWINGS the Needle? Read More »
As you read this story, contemplate how it maps to traditional ineffective and inadequate discovery and demos.
Imagine that you and four colleagues are a bit hungry and decide to have a bite…
Stunningly Awful Discovery and Demos Viewed as an Appalling Dining Experience Read More »
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