{"id":43416,"date":"2026-01-26T18:05:49","date_gmt":"2026-01-26T18:05:49","guid":{"rendered":"https:\/\/greatdemo.com\/?p=43416"},"modified":"2026-01-26T18:05:49","modified_gmt":"2026-01-26T18:05:49","slug":"uncovering-critical-business-issues-a-true-story","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/uncovering-critical-business-issues-a-true-story\/","title":{"rendered":"Uncovering Critical Business Issues: A True Story"},"content":{"rendered":"

One day, a head of sales called me, out of the blue, and opened the conversation with, \u201cOur demos suck\u2026!\u201d<\/p>\n

This was one of the most fascinating openings I had ever heard coming from a prospect. We moved into a very productive discovery conversation that ran for about an hour.<\/p>\n

We had largely completed our conversation and were in the wrap-up phase. However, while I had terrific insights into his team\u2019s demos and related factors, his organization\u2019s culture, products, sales process steps and more, I hadn\u2019t actually heard him articule<\/em> una cuesti\u00f3n empresarial cr\u00edtica.<\/p>\n

Aunque estaba seguro de que ya conoc\u00eda su CBI, quer\u00eda o\u00edrlo de boca de su<\/em> los labios.<\/p>\n

I asked, \u201cSo tell me, what caused you to pick up your phone and call me today?\u201d<\/p>\n

Respondi\u00f3: \"Bueno, me han dado una cuota de ventas para el a\u00f1o que viene que es 20% superior a la de este a\u00f1o... \u00a1y s\u00e9 que no llegaremos a esas cifras con nuestras demos actuales...!\".<\/p>\n

\u00a1Fabuloso! En esa frase comunic\u00f3 ambos<\/em> his CBI and a Delta \u2013 what a delight!<\/p>\n

 <\/p>\n

Learn more about Critical Business Issues, Deltas, and more in Descubrimiento <\/em>aqu\u00ed:<\/p>\n

https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>","protected":false},"excerpt":{"rendered":"

One day, a head of sales called me, out of the blue, and opened the conversation with, \u201cOur demos suck\u2026!\u201d This was one of<\/p>","protected":false},"author":2,"featured_media":43417,"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-43416","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\/43416","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=43416"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/43416\/revisions"}],"predecessor-version":[{"id":43419,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/43416\/revisions\/43419"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/43417"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=43416"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=43416"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=43416"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}