You’ve invited a large number of friends and colleagues over for a dinner party – how do you prepare? The process the Party Planner follows and questions asked provide a surprisingly good example for doing discovery in a software sales process.
A Dinner Party as an Analogy for Discovery Read More »
How do you satisfy your prospect’s desire to see a demo without inflicting them with a Harbor Tour? How can you move them (gently, but firmly) into a discovery conversation in the same call? Is it possible to do both and even offer a reasonable focused demo as well?
Webinar Recording: First Call Demos and Discovery – A Surprisingly Effective Approach Read More »
Many sales and presales folks often try to gather as many prospect players together as possible for Discovery calls. This is not recommended…!
Doing Discovery with Groups? Divide and Discover Read More »
Great Demo!’s Peter Cohan joined Demodesk’s CEO Veronika Riederle for a two-part interview, exploring “How has the Discovery process changed with COVID?” and the new concept of Ignition Demos.
The New Normal of B2B SaaS Sales – Webinar Recordings Read More »
Peter Cohan joined John Care and Don Carmichael when the fine folks at Consensus convened this panel in a “Scaling Presales Effectiveness” webinar.
“Scaling Presales Effectiveness” Read More »
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Here’s a simple method to assess, based on seven levels of increasing proficiency:
Assessing Discovery Skill Levels – How Does Your Team Rate? (Updated and Expanded…) Read More »
Is it possible to complete an introduction, engage with a Vision Generation Demo, segue into a Discovery conversation, deliver a brief Technical Proof Demo, and execute a soft close in a 45- or 60-minute call?
Yes!
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Where are you on this progression?
Seven Skills Levels for Stunningly Successful Discovery – Webinar Recording Read More »
Expansion Questions are a series of interrelated questions designed to span five of the Discovery skills levels, from uncovering pain to reengineering vision. They are a simple, yet essential skill to master in doing Discovery – enabling vendors to extend, deepen, and quantify your prospect’s main pain and related impacted areas.
Expansion Questions – An Essential Discovery Skill Read More »
What percent of your team thinks they do a good job with Discovery, but you know they don’t?”
“Let Me Close My Door” – A Discovery Story of Trust and Credibility Read More »
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