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Webinar- Seven Skill Levels for Stunningly Successful Discovery

John Cook

Many sales and presales practitioners say they are skilled at doing Discovery – but are they?

Where are you on this progression?

Here’s a simple method to assess, based on six levels of increasing proficiency, culminating in a seventh level – an integrated Discovery Methodology:

  •  Level 1:     Uncovers statements of pain.
  •  Level 2:     Uncovers pain and explores more deeply.
  •  Level 3:     Uncovers pain, explores deeply, broadens the pain and investigates the impact.
  • Level 4:     Uncovers pain, explores and broadens, investigates impact and quantifies.
  •  Level 5:     Uncovers pain, explores and broadens, investigates impact, quantifies and reengineers vision.
  •  Level 6:     Applies these skills to the broad range of customers represented across the Technology Adoption Curve, including “burn victims”, disruptive and new product categories, highly transactional sales cycles, and other scenarios.
  •  Level 7:     Integrates and aligns the skills above into a cohesive Discovery methodology.
In this webinar, we’ll explore each of these along with the potential impact on your sales, renewals, and expansion processes.

About Peter Cohan

Have you ever seen a bad software demo?

Peter Cohan is the founder and principal of The Second Derivative and the Great Demo! methodology, focused on helping software organizations improve their sales and marketing results – primarily through improving organizations’ demonstrations. He has experience as an individual contributor, manager and senior management in marketing, sales, business development, and as a member of the C-suite. He has also been, and continues to be, a customer.