Discovery on the Fly? Some Plane Thinking

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:

  • Avoiding Harbor Tours and Similar Crash Landings
  • Avoiding Buying It Back
  • The Reverse Demo
  • Vision Generation
  • Vision Reengineering

Let us know if there are other topics you’d like us to explore. Looking forward to seeing you there!

 

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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