Is Di an Element? - Great Demo

Is Di an Element?

Yes! Doing discovery is the single most important element of software sales and buyer enablement processes!

And here’s where you’ll find why, what, and how, including:

  • The Discovery Space
  • Discovery Documents
  • Perspective
  • Wants and Needs
  • Probes
  • Expansion Questions
  • Why? Questions
  • Biased Questions
  • Diagnostic versus Biased Questions
  • Empathy and Quid Pro Quo
  • Outflanking Competition
  • Vision Reengineering
  • The Reverse Demo
  • Trust and Credibility
  • Avoiding “No Decision”
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