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
Discovery Don’t #5 READ Questions from a Long List Read More »
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
Discovery Don’t #4 Make It an Inquisition Read More »
(This one will be contentious!) “Disco Demos” or “Discovery on the Fly” are simply other terms for Harbor Tour demos, but where the vendor
Discovery Don’t #3 Use a “Disco Demo” Read More »
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
Discovery Don’t #2 Don’t Do Enough Read More »
Discovery and Demos for Renewals and Expansion A Never Stop Learning! Article What’s in this article for you? Guidance for doing discovery and
Discovery and Demos for Renewals and Expansion Read More »
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
Discovery Don’t #1 Don’t Do Discovery at All! Read More »
Because bacon complements almost everything! Doing Discovery similarly complements and improves all sales and presales methodologies: MEDDIC? Oh, absolutely! MEDDPICC? You betcha! Challenger? Uh
How Is “Doing Discovery” Like Bacon? Read More »
“Every diagnosis and treatment need a corresponding prognosis…!” – Me Wouldn’t it be a delight to dramatically differentiate in discovery? It’s easy! Once your
“It is better to ask some of the questions than to know all of the answers.” – James Thurber Here’s a collection of
Stunningly Awful Discovery: The Dirty Dozen of Discovery Don’ts! Read More »
“It is better to ask some of the questions than to know all of the answers.” – James Thurber Here’s a collection of
Stunningly Awful Discovery: The Dirty Dozen of Discovery Don’ts! Read More »
EN EN 
ES
