Rev Shots #38 – “What is the one topic you’re hearing that is not about AI?”

I joined the fabulous Dionne Mejer for this 30-minute Rev Shots session:

“Join us as we talk with Peter Cohan, author of The Great Demo, and Principal at The Second Derivative. Peter is a master at so many things, one of them being working with teams to up their Demo Game. Join us for this amazing conversation and leave inspired!”

We discussed:

• 0:00 Rev Shots Intro – quick hits of wisdom
• 1:30 Background
• 4:00 “What is the one topic you’re hearing that is not about AI?” Three Topics:
  • Buyer Enablement
  • Doing Discovery
  • Dunning-Kruger effect
• 6:00 A remarkable discovery success story
• 8:30 How do you know when you’ve done enough discovery – and closing the business
• 10:30 The five steps of conversations
• 11:45 Quid pro quo to avoid an interrogation, with examples
• 13:45 Uniqueness?
• 15:30 Be present – active listening and curiosity
• 17:00 What is Buyer Enablement?
• 18:30 Slow down to speed up
• 20:00 A Buyer Enablement story and avoiding discounts
• 22:00 Critical Dates
• 25:00 Buyer Enablement comes from the top and letting prospects self-harvest
• 27:30 Dunning Kruger – introduced via a story
• 29:00 Dunning Kruger as both a problem and an opportunity!
• 30:00 Teasing the next episode? Avoiding No Decision outcomes!

You’ll find this episode here!