How many of us have actually purchased enterprise software? What did we dislike about the process – what did we appreciate? How can we, as vendors, enable both novice and experienced buyers to make their buying and value realization processes as frictionless and successful as possible? What is the role of discovery in supporting these efforts? We’ll examine these topics and more in this session…!
In this webinar, guest speaker Peter Cohan of Great Demo and Doing Discovery, discusses the importance of buyer enablement in the sales process and emphasizes the need for more experience and focus on buyer enablement in the industry. Cohan offers insights into the buying experience, discusses champion enablement, anxiety levels during the sales process, and the importance of doing discovery. He also highlights the importance of a methodology for conducting discovery, the importance of understanding a prospect’s background and culture, and how to uncover and quantify the value associated with making a change. Finally, Cohan discusses lead churn, the recycling of leads, and preventing them from churning by becoming the cloud above the funnel.
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.