We are delighted to announce the full launch of Peter Cohan’s new book Doing Discovery, providing a methodology for a structured approach to doing discovery for B-to-B software. Doing Discovery is available in paperback, Audiobook, and Kindle versions.
Doing Discovery Book Now Fully Available – Paperback, Audiobook, and Kindle Read More »
“This story could be called, ‘The Sales Prevention Team’!” he commented ruefully. The Workshop participants and I all leaned forward to listen…
A Demo Horror Story – Snatching Defeat from the Jaws of Victory Read More »
Traditional demos are easy, but often don’t achieve the desired objectives. Great Demo! demos take more work but yield terrific results!
Traditional Demos Are Easy, But… Read More »
How many of us have actually purchased enterprise software? How can we, as vendors, enable both novice and experienced buyers to make their buying and value realization processes as frictionless and successful as possible? What is the role of discovery in supporting these efforts?
Upcoming Webinar – How Buyer Enablement is Changing Discovery Read More »
You’ll note that the conversation includes many of the key discovery elements introduced in Doing Discovery. You can find this 27-minute interview here!
Gondola.ai Discovery Video Interview Read More »
“Bits about books episode #54 featuring Peter Cohan. We speak with him about his new book Doing Discovery – The Single Most Important Element of Software Sales and Buyer Enablement Processes. The episode is now #LIVE!”
Bits About Books – Doing Discovery Interview Read More »
The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the “Book a Demo” button. After all, they want to see a demo, right? We’ll just ask them a few questions along the way…
Discovery on the Fly? Some Plane Thinking Read More »
Great Demo!’s Peter Cohan will be joining the fine folks at Demoleap to discuss more about the Doing Discovery methodology, and how Demoleap helps to support a structured, consistent approach:
Upcoming Webinar – The Science of Doing Discovery Read More »
Many people note, correctly, that “discovery is a journey” and that “discovery should be ongoing…” I’m in violent agreement! AND There needs to be clear destinations along the journey – destinations that represent completion of sufficient discovery for that portion of the overall journey.
Discovery Is a Journey – But with Major Destinations Read More »
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