Does one size of discovery fit all prospects?
Nope!
A surprising number of dimensions impact your discovery effectiveness, beginning with your very first contact and proceeding well beyond purchase. What are these parameters and how do we address them?
How do you get the discovery information you need without overwhelming your prospect? How much is enough? What do you need to capture? We’ll examine:
Join us as we explore these intriguing and unexpectedly important discovery dimensions!
Peter Cohan is the founder and principal of The Second Derivative and the Great Demo! and Doing Discovery methodologies, focused on helping software organizations improve their presales, sales and marketing results – primarily through improving organizations’ demonstrations and discovery skills. 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 prospect and a customer.
