From the fine folks at Cloudshare: “Discovery is the most important part of the presales process. Done effectively, discovery is the key to delivering
Seven Levels of Stunningly Successful Discovery – Webinar Recording! Read More »
Industry experts Peter E. Cohan, Graham Kelly, and host Paul H. Pearce shared practical techniques for better discovery questioning and linked those techniques to
Sales-Led Discovery – Webinar Recording & Highlights Read More »
Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive discovery
“Everything else being equal, the vendor that does a better job in doing discovery will win the business…” – Head of Sales of an extraordinarily
Thursday Webinar: Seven Levels of Stunningly Successful Discovery Read More »
“Everything else being equal, the vendor that does a better job in doing discovery will win the business…” This quote is from the head
Upcoming Webinar: Seven Levels of Stunningly Successful Discovery Read More »
I’d be happy to join a session with your team to answer questions and provide examples. I can also offer suggestions regarding what has
Great Demo! and Doing Discovery Book Clubs: Here’s an Author Offer! Read More »
Many people have asked, “What’s the best way to consume these books? Which should be first?” Here’s a recommended reading/listening plan: A combo approach!
Great Demo! or Doing Discovery – Which to Read First? Read More »
Check out this 4.5-minute video that examines the importance and use of Critical Business Issues in sales and buyer enablement processes. Many thanks to
Critical Business Issues: A Brief Exploration of What, Why, When, and How Read More »
Technologies change over time but the problems remain the same…! Regardless of the technology, people and companies seek “better, cheaper, faster,” and “couldn’t be
Technologies Change but Problems Remain the Same Read More »
Don’t rely on BANT (“Budget, Authority, Needs, Timeline”) to determine whether a lead is qualified or not. Why? As the head of my business
Discovery Don’t: BANT! Read More »
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