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Is THIS a Good Discovery Call?
You decide…! But before you read further, examine the Gong recording – the call was ~45 minutes long. What do you detect? First, the
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Doing Discovery
DISCOVERY Skills Assessment Time!
Where are YOU with the seven levels of discovery skills? Level 1: Uncovers statements of pain Level 2: Uncovers pain and explores more deeply Level
DISCOVERY Skills Assessment Time! Read More »
Why Specific Value Numbers Are MUCH More Compelling Than Platitudes
Compare the following exchanges: Scenario One: “If you use our product, you’ll save time and money…!” offers the vendor rep. “Blah blah blah blah
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Whose Value Numbers Are Most Believable?
Whose value numbers are most believable? The vendor’s numbers? Hardly! Industry numbers? Believable, but generally not sufficiently specific. Other similar customers? Much better… Your
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The Important Difference Between Symptoms vs a Correct Diagnosis When Doing Discovery
Pain is often a symptom of a bigger issue: a Critical Business Issue. Here’s a true story related to me recently: A friend complained
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“Doing Discovery” SE Book Club – What’s YOUR Discovery Skills Level?
I joined Kintan Brahmbhatt, Co-Founder and CEO of Olto Labs, for this intriguing and enlightening discussion of discovery skills, methods, tips, and examples. We
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Next Tuesday August 5 – The SE Book Club – Live!
“In discovery, people and organizations want you to understand their perceived uniqueness; with solutions, they want to be part of a group.” Join us
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The Reverse Demo: A Fabulous Discovery Method!
If you are looking to displace an existing system (either a competitor or customer-built), a wonderful approach is to ask for a “Reverse Demo.”
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In the Spotlight Podcast – Doing Discovery
I joined Roi Carmel of Spotlight.ai for this delightful discussion: “Join us for a masterclass in modern sales methodology in this pivotal episode of
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SaaS Backwards Episode 155 – You’re Probably Doing Discovery Wrong—And It’s Costing You Deals
“Most sales teams think they’re great at discovery. The reality? About 80% are getting it wrong—and it’s the single biggest reason why deals stall,