What do most vendors miss when doing discovery? Uncovering value! And without capturing and communicating tangible value, you really can’t call it discovery.
Assessing Discovery Skill Levels: Level 4! Leer Más "
Let’s go a bit deeper to… Level 2 When doing discovery, if you or your colleagues simply uncover “Pain” and go no further, then
Assessing Discovery Skill Levels: Levels 2 and 3 Leer Más "
Many sales and presales practitioners say they are skilled at doing discovery – but are they? Are you? Here’s a simple method to assess yourself
Assessing Discovery Skill Levels: How Do You Rate? Leer Más "
A handful of questions is not sufficient! Effective discovery requires knowing when and how these questions and associated skills should be applied. Should a
What Is a Discovery Methodology? Why Is It Important? Leer Más "
There’s a feeling you get, doing discovery, when everything is clicking. Your prospect is engaged, empathy is aligned, it’s a real conversation. Your
When Discovery Is Going Well… Leer Más "
And help uncover Critical Business Issues. True story: I asked a sales manager, “What’s the biggest challenge you face in your job today?” He
Doing Discovery Pro Tip: “Why” Questions Drive the Conversation Upwards Leer Más "
Too many automated demos are uncompelling and ineffective. Why? If you’re just presenting features, your automated demos will fail. When you create automated
Automated Demos: Garbage In, Amplified Garbage Out? Leer Más "
One day, a head of sales called me, out of the blue, and opened the conversation with, “Our demos suck…!” This was one of
Uncovering Critical Business Issues: A True Story Leer Más "
“Before I demo to you, why don’t you demo to me?” If you are looking to displace an existing system (either a competitor or
La demostración inversa: Un fabuloso método de descubrimiento Leer Más "
“A conversation is a dialogue, not a monologue.” – Truman Capote Discovery should be perceived by your prospects as a two-way conversation, where both parties
Cómo evitar que el descubrimiento parezca un interrogatorio Leer Más "
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