Seven Skill Levels for Stunningly Successful Discovery, with Peter Cohan

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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.

About the Presenter

Garrett Erickson

Garrett Erickson

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