Join us on December 20th @ 10am MT
The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the “Book a Demo” button. After all, they want to see a demo, right? We’ll just ask them a few questions along the way…
We’ll explore when and when not to use Discovery on the Fly. We’ll explore the risks, challenges, and best practices to help you make your discovery flights safe, productive, and on time! We’ll cover:
Let us know if there are other topics you’d like us to explore. Looking forward to seeing you there!
The webinar, presented by Consensus, introduces Peter Cohan as the founder of Great Demo! and author of the book Doing Discovery, which discusses the need to improve discovery practices. Cohan explores the Wright Brothers’ experiments and how communication and trial and error played a significant role in their success. He also touches on risk management and emphasizes the importance of effective discovery practices in B2B sales. Cohan discusses the common mistakes made during “discovery on the fly” and explains why it’s important to ask questions and focus on prospect needs during discovery demos. He also discusses the benefits of using Consensus’ tool for autonomous flight for discovery on the fly. The webinar concludes with the recommendation of resources to improve discovery skills.
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.