In the Spotlight Podcast – Doing Discovery

I joined Roi Carmel of Spotlight.ai for this delightful discussion:

“Join us for a masterclass in modern sales methodology in this pivotal episode of our ‘In the Spotlight’ series, featuring Peter Cohan – founder of The Second Derivative and architect of contemporary discovery practices. In this deep-dive conversation, the creator of the Great Demo! methodology reveals groundbreaking approaches to value selling and buyer enablement that are reshaping enterprise sales:

• The evolution of value selling from business case development to full buyer enablement lifecycle strategies
• Demo-qualified lead framework with its six critical elements for effective solution design
• Vision Generation demos – the 5-minute alternative to painful ‘harbor tour’ presentations
• Quid pro quo discovery techniques that transform interrogations into collaborative conversations
• Future-proofing discovery through AI-supported processes and the critical role of human curiosity
• DIKW framework (Data-Information-Knowledge-Wisdom) for modern sales enablement

Special focus areas include:

• Building mutual solution validation between buyer and seller
• Cultural assessment techniques for complex sales environments
• The ‘myth of the informed buyer’ and vision re-engineering strategies
• Practical examples from 25+ years of training global sales teams”

You can find this discussion here: https://www.youtube.com/watch?v=cH_o8RJ8Lcs

Enjoy!