{"id":44655,"date":"2026-03-20T15:48:53","date_gmt":"2026-03-20T15:48:53","guid":{"rendered":"https:\/\/greatdemo.com\/?p=44655"},"modified":"2026-03-20T15:48:53","modified_gmt":"2026-03-20T15:48:53","slug":"assessing-demonstration-skills-level-3-incorporating-discovery","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/assessing-demonstration-skills-level-3-incorporating-discovery\/","title":{"rendered":"Assessing Demonstration Skills \u2013 Level 3 &#8211; Incorporating Discovery!"},"content":{"rendered":"<p>Wait, what? You want <a href=\"https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/\" target=\"_blank\" rel=\"noopener\"><em>descubrimiento<\/em><\/a> information <em>antes de<\/em> presenting the demo?<\/p>\n<p>\u00a1S\u00ed, por favor!<\/p>\n<p><strong>Level 3: Customizes Based on Discovery Information Uncovered<\/strong><\/p>\n<p>Esto requiere tres pasos para completarse:<\/p>\n<ol>\n<li>El descubrimiento debe ser <em>hecho<\/em>.<\/li>\n<li>La informaci\u00f3n de descubrimiento debe ser <em>comunicado<\/em> (if it isn\u2019t the same person doing discovery and the demo).<\/li>\n<li>La informaci\u00f3n de descubrimiento debe ser <em>incorporado<\/em> en la demo.<\/li>\n<\/ol>\n<p>\u00bfSuena obvio? Lamentablemente, he visto innumerables demostraciones en las que:<\/p>\n<ul>\n<li>El descubrimiento nunca se hizo o fue insuficiente para influir en lo que se mostr\u00f3 en la demo.<\/li>\n<li>El descubrimiento se hizo (por otra persona), pero nunca se comunic\u00f3 al presentador de la demostraci\u00f3n.<\/li>\n<li>El descubrimiento se hizo pero fue <em>ignorado<\/em> en la demostraci\u00f3n resultante.<\/li>\n<\/ul>\n<p>Muy sencillo, <a href=\"https:\/\/greatdemo.com\/es\/assessing-discovery-skill-levels-how-does-your-team-rate\/\">descubrimiento suficiente<\/a> provides guidance on which capabilities to include in the demo and which capabilities to <em>omitir<\/em>. If your team\u2019s demos follow the same path regardless of what was learned in discovery, then they haven\u2019t achieved Level 3.<\/p>\n<p>An observation: It is incredibly insulting to prospects who have invested time in a discovery conversation with a vendor to have that vendor <em>ignora<\/em> la informaci\u00f3n sobre descubrimientos facilitada<\/p>\n<p>Medida(s) para alcanzar el nivel 3:<\/p>\n<ol>\n<li>Sufficient discovery is done, as measured by a completed <a href=\"https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/\" target=\"_blank\" rel=\"noopener\">GREAT DEMO!<\/a> Situation Slide.<\/li>\n<li>La informaci\u00f3n sobre el descubrimiento se comunica a todo el equipo de ventas.<\/li>\n<li>Demonstrator presents or <em>no<\/em> present capabilities in alignment with the discovery information collected.<\/li>\n<\/ol>\n<p>Pros:<\/p>\n<ul>\n<li>Representa un punto de inflexi\u00f3n entre las demostraciones infructuosas y las exitosas.<\/li>\n<li>Puede ser suficiente para obtener la Prueba T\u00e9cnica.<\/li>\n<\/ul>\n<p>Contras:<\/p>\n<ul>\n<li>Sigue siendo inadecuado para la Generaci\u00f3n Visi\u00f3n.<\/li>\n<li>Sigue siendo en gran parte un mon\u00f3logo.<\/li>\n<li>No se comunica el valor empresarial.<\/li>\n<\/ul>\n<p>Grado: C<\/p>\n<p>And see sections 2 and 3 in this article for more tips!<\/p>\n<p><a href=\"https:\/\/greatdemo.com\/es\/situacion-diapositivas-ventas-y-preventas-navaja-suiza\/\">https:\/\/greatdemo.com\/situation-slides-sales-and-presales-swiss-army-knife\/<\/a><\/p>","protected":false},"excerpt":{"rendered":"<p>Wait, what? You want discovery information before presenting the demo? Yes, please! Level 3: Customizes Based on Discovery Information Uncovered This requires three steps<\/p>","protected":false},"author":2,"featured_media":44656,"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":[20,10],"tags":[7],"class_list":["post-44655","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-doing_discovery","category-methodology_basics","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/44655","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=44655"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/44655\/revisions"}],"predecessor-version":[{"id":44657,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/44655\/revisions\/44657"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/44656"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=44655"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=44655"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=44655"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}