Dimensions of Discovery

Does one size of discovery fit all prospects?


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:

  • Qualification vs Discovery
  • “Just Browsing” vs “Active Buying Process” Prospects
  • Simple Tools vs Complex Offerings
  • Champion Experience
  • Buyer Experience
  • Executives vs Everybody Else
  • Discovery Across the Technology Adoption Curve
  • A Medical Analogy
  • Applying a Discovery Methodology
  • So How Much Discovery Is Enough?

Join us as we explore these intriguing and unexpectedly important discovery dimensions!

About the Presenter

Peter Cohan

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.

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