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Discovery Don’t #7 Do Five Minutes of Discovery and Then Deliver Your Standard Overview Demo
Disturbingly, hundreds of vendors still plod unproductively down this pathway. It appears to be driven by vendors’ urge to show and tell rather than
Doing Discovery
Discovery Don’t #6 Do Five Minutes of Discovery and Then Present Your Corporate or Product Overview
I’ve watched and listened to hundreds of discovery calls and a very large percent suffer from this serious malady! It seems to be a
Face-to-Face Discovery Online? Consider a FaceTime or WhatsApp Walk-Through!
Many vendors know that visiting your prospects face-to-face facilitates superior discovery, particularly for industries like manufacturing, warehousing and distribution, retail, etc. In my own
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Discovery Don’t #5 READ Questions from a Long List
This is bad enough when inflicted over the web; it’s even worse when done face-to-face! The real issue isn’t the questions themselves, but rather
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Discovery Don’t #4 Make It an Inquisition
This is a valid concern! Too many one-way questions can feel like an interrogation or inquisition. Hospital Analogy: Imagine being handed a ten-page questionnaire
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Discovery Don’t #3 Use a “Disco Demo”
(This one will be contentious!) “Disco Demos” or “Discovery on the Fly” are simply other terms for Harbor Tour demos, but where the vendor
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Discovery Don’t #2 Don’t Do Enough
This is the most common Don’t! Far too many vendors simply identify “pain” and then launch immediately into proposing “solutions.” This is amusingly known
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Discovery and Demos for Renewals and Expansion
Discovery and Demos for Renewals and Expansion A Never Stop Learning! Article What’s in this article for you? Guidance for doing discovery and
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Discovery Don’t #1 Don’t Do Discovery at All!
Assume that all prospects are completely alike and have exactly the same needs, interests, and situations. While parts of this may be true (that’s
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How Is “Doing Discovery” Like Bacon?
Because bacon complements almost everything! Doing Discovery similarly complements and improves all sales and presales methodologies: MEDDIC? Oh, absolutely! MEDDPICC? You betcha! Challenger? Uh
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