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 »
We are delighted to announce the full launch of Peter Cohan’s new book Doing Discovery, providing a methodology for a structured approach to doing discovery for B-to-B software. Doing Discovery is available in paperback, Audiobook, and Kindle versions.
Doing Discovery Book Now Fully Available – Paperback, Audiobook, and Kindle Read More »
“This story could be called, ‘The Sales Prevention Team’!” he commented ruefully. The Workshop participants and I all leaned forward to listen…
A Demo Horror Story – Snatching Defeat from the Jaws of Victory Read More »
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 »
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 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 »
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 »
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