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Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 3
How does this 55-minute “discovery” call compare with yours?
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Doing Discovery
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 2
Here’s the short list of why so many discovery calls fail to accomplish their actual objectives…
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Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 1
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!
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Doing Discovery – Now Over 1000 Copies
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…
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SKO Topic That SWINGS the Needle?
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 »
Stunningly Awful Discovery and Demos Viewed as an Appalling Dining Experience
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…
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Doing Discovery Book Now Fully Available – Paperback, Audiobook, and Kindle
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.
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A Demo Horror Story – Snatching Defeat from the Jaws of Victory
“This story could be called, ‘The Sales Prevention Team’!” he commented ruefully. The Workshop participants and I all leaned forward to listen…
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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?
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