Where are you and your team?

For example, are you aware of and apply the following skills?

The classic Four Stages are particularly apropos for doing discovery:

Stage 1 – Unconsciously Incompetent:

They don’t know what they don’t know. Many (most?) sales, presales, and customer success folks are in this category but are unaware…!

Stage 2 – Consciously Incompetent:

They understand they need to do better or operate differently, but don’t know what or how to accomplish this.

Stage 3 – Consciously Competent:

They know what to do but have to consciously think to execute properly.

Stage 4 – Unconsciously Competent:

They do the right things without extra thought.

¿Dónde se encuentran usted y su equipo en este espectro?

If you’d like to assess yourself and improve, here are resources to draw from:

Want some easy-to-consume nuggets? Browse the blog: https://greatdemo.com/blog/

And here are 35 more all in one place: Suspending Disbelief: A Collection of Sales, Presales, and Marketing Stories (and Lessons Learned)

Want to go a bit deeper? Here are a few good articles to explore:

Assess Your Discovery Skills Level

Descubrir cuestiones empresariales críticas: qué, por qué y cómo

Hablemos de valor - Descubrir el Delta

Fechas críticas - Prevenir la procrastinación de prospectos: Un aprendizaje que nunca se detiene Artículo

Descubrir a los ejecutivos de sus clientes potenciales

Want to dig into the full methodology at your own pace? Grab a copy of “Doing Discovery” here:

Prefer podcasts? Here you go!

Club de lectura "Haciendo Descubrimientos" SE - ¿Cuál es TU nivel de habilidades de descubrimiento?

Podcast Demologue - Descubrimiento, menús, demostraciones automatizadas y mucho más.

Podcast "En el punto de mira" - Hacer descubrimientos

SaaS Backwards Episodio 155 - Probablemente está haciendo mal el descubrimiento y le está costando contratos

Ready to invest in yourself or your team? Instructor-led training can be found here:

Four Stages of Competence in Discovery