Podcast: 23 Nuggets from Doing Discovery – Technically Sold

I joined Julien Emery of Technically Sold and Superpanel for this 55-minute discussion about Doing Discovery. (Note: I am NOT responsible for the title of this podcast!)

We explored a lot of territory:

• Why I wrote Doing Discovery and what kicked it off
• The impact of poor vs excellent discovery
• Reducing No Decision outcomes
• Reducing “wasted” demos
• Reducing wasted POCs
• Metrics and Demo Qualified Leads
• Great Demo! Situation Slides
• Discovery vs qualification
• Key challenges in doing discovery
• Avoiding an inquisition – quid pro quo
• Diagnostic vs Biased Questions
• Executives vs everyone else
• Active Buying Process vs Just Browsing
• Vision Generation Demos
• Pricing and price ranges
• The Myth of the Informed Buyer
• Vision Reengineering
• Biased Questions
• Buying It Back
• Four levels of skills and knowledge
• Communicating business value
• Burn Victims
• Technology Adoption Curve and discovery
• Recapping the 7 Levels of Doing Discovery
• Enabling enablement
• Product Led Growth
• The value of discovery in a “down market”

You can find the podcast here. Enjoy!