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 »
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 »
In transactional sales processes, where orders are relatively small and cycle time is rapid, doing Discovery can be challenging – but is still critical!
Uniqueness – A Terrific Discovery Question for Highly Transactional Sales Read More »
When doing Discovery, consider using both types of questions – “Diagnostic”, simply seeking to understand the prospect’s situation, and “Biased”, seeking to move or change the prospect’s thinking.
Discovery Questioning Skills – Doctors vs. Lawyers Read More »
If you are looking to displace an existing system (competitor or customer-built), a wonderful approach is to ask for a “Reverse Demo”.
The Reverse Demo: Before I demo to you – why don’t you demo to me? Read More »
Prospect asks, “Can your software do xxx?”
Vendor replies, “Yes, absolutely.”
I can’t tell you how many things that brief conversation has occurred – without any follow-up questions from the vendor…! What’s missing? Asking, “Why?”
Doing Discovery – The Importance of “Why” Questions Read More »
“We brought back the Demo Guru, Peter Cohan, back for another session. Last time Peter blew our minds and completely changed our approach to speaker switches (76 seconds, come on!). We talked about how in this session. What about discovery though?
Digital Wildcatters’ “Tripping Over the Barrel” Series – Podcast Available Now Read More »
“I hate to break it to you, but your discovery calls might actually be hurting your sales…”
Why Your Discovery Calls Are Hurting Your Sales Read More »
Prospects that are “Just Browsing” are underserved in traditional sales approaches yet consume valuable and expensive presales resources.
Ignition Demos – A Rather Huge Unmet Need and Opportunity Read More »
EN EN 
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