{"id":43113,"date":"2025-12-03T16:52:58","date_gmt":"2025-12-03T16:52:58","guid":{"rendered":"https:\/\/greatdemo.com\/?p=43113"},"modified":"2025-12-03T16:52:58","modified_gmt":"2025-12-03T16:52:58","slug":"is-this-a-good-discovery-call","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/is-this-a-good-discovery-call\/","title":{"rendered":"Is THIS a Good Discovery Call?"},"content":{"rendered":"

You decide\u2026!<\/p>\n

But before you read further, examine the Gong recording \u2013 the call was ~45 minutes long.<\/p>\n

What do you detect?<\/p>\n

First, the Talk:Listen ratio (Vendor:Prospect) is an appalling 69:30. (The blue-purple component is the vendor; the three red components are the prospect players.)<\/p>\n

Next, note the equally sad number of speaker switches: not very many!<\/p>\n

Now, examine the first 25-30% of the call. It began with introductions of the participants, followed by ~8 minutes of actual discovery that covered:<\/p>\n

    \n
  1. Confirmation of the pain by the prospect<\/li>\n
  2. Examination of the prospect\u2019s tech stack<\/li>\n
  3. Discussion of the number of expected users<\/li>\n<\/ol>\n

    That\u2019s it. EIGHT minutes of discovery.<\/p>\n

    So, what happened during the balance of the call? Take a look \u2013 I\u2019ll bet you ALREADY<\/em> know!<\/p>\n

    Those first two long vendor segments were \u2013 yes, you guessed it \u2013 a product overview presentation<\/em>.<\/p>\n

    And yes, the brief responses from the prospect in those two segments were \u201cNope, we\u2019re good\u201d answers to the vendor\u2019s inevitable, \u201cAny questions so far?\u201d<\/p>\n

    What happened next? Any guesses?<\/p>\n

    Yup \u2013 you nailed it: 20+ minutes of a stunningly awful Harbor Tour demo.<\/p>\n

    And, sadly, the few interactions that occurred in that section were additional environment\/tech stack questions from the vendor. There wasn\u2019t a SINGLE question or comment voiced by the prospect during the call!<\/p>\n

    The very last segment saw the vendor offering to schedule another demo AND a free POC.<\/p>\n

    So, is this a good discovery call? YOU decide! (You already know my opinion\u2026!)<\/p>\n

    Now: how do YOUR discovery calls compare?<\/p>\n

     <\/p>\n

    This vendor rep was operating a Level 1 of the 10 levels of discovery skills. Want to uplevel YOUR discovery skills? Here\u2019s how:<\/p>\n

    https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>\n

     <\/p>\n

    Even better, take a Doing Discovery Workshop to accelerate your skills learning and application!<\/p>\n

    https:\/\/greatdemo.com\/training\/workshops\/doing-discovery\/<\/a><\/p>","protected":false},"excerpt":{"rendered":"

    You decide\u2026! But before you read further, examine the Gong recording \u2013 the call was ~45 minutes long. What do you detect? First, the<\/p>","protected":false},"author":2,"featured_media":43114,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[20],"tags":[7],"class_list":["post-43113","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-doing_discovery","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/43113","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=43113"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/43113\/revisions"}],"predecessor-version":[{"id":43115,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/43113\/revisions\/43115"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/43114"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=43113"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=43113"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=43113"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}