Where are you and your team?<\/p>\n
For example, are you aware of and apply the following skills?<\/p>\n
The classic Four Stages are particularly apropos for doing discovery:<\/p>\n
<\/p>\n
Stage 1 \u2013 Unconsciously Incompetent:<\/p>\n
They don\u2019t know what they don\u2019t know. Many (most?) sales, presales, and customer success folks are in this category but are unaware\u2026!<\/p>\n
<\/p>\n
Stage 2 \u2013 Consciously Incompetent:<\/p>\n
They understand they need to do better or operate differently, but don\u2019t know what or how to accomplish this.<\/p>\n
<\/p>\n
Stage 3 \u2013 Consciously Competent:<\/p>\n
They know what to do but have to consciously think to execute properly.<\/p>\n
<\/p>\n
Stage 4 \u2013 Unconsciously Competent:<\/p>\n
They do the right things without extra thought.<\/p>\n
<\/p>\n
\u00bfD\u00f3nde se encuentran usted y su equipo en este espectro?<\/p>\n
<\/p>\n
If you\u2019d like to assess yourself and improve, here are resources to draw from:<\/p>\n
Want some easy-to-consume nuggets? Browse the blog: https:\/\/greatdemo.com\/blog\/<\/a><\/p>\n And here are 35 more all in one place: Suspending Disbelief: A Collection of Sales, Presales, and Marketing Stories (and Lessons Learned)<\/p>\n https:\/\/tinyurl.com\/yc7rsrmy<\/a><\/p>\n Want to go a bit deeper? Here are a few good articles to explore:<\/p>\n Assess Your Discovery Skills Level<\/p>\n https:\/\/greatdemo.com\/assessing-discovery-skill-levels-how-does-your-team-rate\/<\/a><\/p>\n Descubrir cuestiones empresariales cr\u00edticas: qu\u00e9, por qu\u00e9 y c\u00f3mo<\/p>\n https:\/\/greatdemo.com\/uncovering-critical-business-issues-what-why-and-how\/<\/a><\/p>\n Hablemos de valor - Descubrir el Delta<\/p>\n https:\/\/greatdemo.com\/lets-talk-about-value-uncovering-the-delta\/<\/a><\/p>\n Fechas cr\u00edticas - Prevenir la procrastinaci\u00f3n de prospectos: Un aprendizaje que nunca se detiene Art\u00edculo<\/p>\n https:\/\/greatdemo.com\/critical-dates-prevent-prospect-procrastination\/<\/a><\/p>\n Descubrir a los ejecutivos de sus clientes potenciales<\/p>\n https:\/\/greatdemo.com\/doing-discovery-with-your-prospects-executives\/<\/a><\/p>\n Want to dig into the full methodology at your own pace? Grab a copy of \u201cDoing Discovery\u201d here:<\/p>\n https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>\n Prefer podcasts? Here you go!<\/p>\n Club de lectura \"Haciendo Descubrimientos\" SE - \u00bfCu\u00e1l es TU nivel de habilidades de descubrimiento?<\/p>\n https:\/\/greatdemo.com\/doing-discovery-se-book-club-whats-your-discovery-skills-level\/<\/a><\/p>\n Podcast Demologue - Descubrimiento, men\u00fas, demostraciones automatizadas y mucho m\u00e1s.<\/p>\n https:\/\/greatdemo.com\/demologue-podcast-discovery-menus-automated-demos-and-more\/<\/a><\/p>\n Podcast \"En el punto de mira\" - Hacer descubrimientos<\/p>\n https:\/\/greatdemo.com\/in-the-spotlight-podcast-doing-discovery\/<\/a><\/p>\n SaaS Backwards Episodio 155 - Probablemente est\u00e1 haciendo mal el descubrimiento y le est\u00e1 costando contratos<\/p>\n