Seven Skill Levels for Stunningly Successful Discovery, with Peter Cohan

Many sales and presales practitioners say they are skilled at doing Discovery – but are they?

Where are you on this progression?Here’s a simple method to assess, based on six levels of increasing proficiency, culminating in a seventh level – an integrated Discovery Methodology:Level 1: Uncovers statements of pain.Level 2: Uncovers pain and explores more deeply.Level 3: Uncovers pain, explores deeply, broadens the pain and investigates the impact.Level 4: Uncovers pain, explores and broadens, investigates impact and quantifies.Level 5: Uncovers pain, explores and broadens, investigates impact, quantifies and reengineers vision.Level 6: Applies these skills to the broad range of customers represented across the Technology Adoption Curve, including “burn victims,” disruptive and new product categories, highly transactional sales cycles, and other scenarios.Level 7: Integrates and aligns the skills above into a cohesive Discovery methodology.In this webinar, we’ll explore each of these along with the potential impact on your sales, renewals, and expansion processes.