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.
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.