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.

About the Presenter

Peter Cohan

Peter Cohan is the founder and principal of The Second Derivative and the author of the Great Demo! methodology, focused on helping software organizations improve their sales and marketing results – primarily through improving organizations’ demonstrations. The bulk of his experience is with complex, enterprise software and strategic systems sold to varied audiences in a range of vertical markets. He has enjoyed roles in technical and product marketing, marketing management, presales and presales management, sales and sales management, senior management and the C-Suite – as well as serving on Boards of Directors. He has delivered thousands of demos – and has been on the receiving end of thousands of demos from a broad variety of vendors around the world, from start-ups to the world’s biggest software vendors, and verticals from accounting to zymology. In 2003, he authored Great Demo!, a book that provides methods to create and execute compelling demonstrations. The 2nd edition of Great Demo! was published March 2005. In July 2004, he enabled and began moderating DemoGurus®, a community web exchange dedicated to helping sales and marketing teams improve their software demonstrations, which was subsequently transitioned to the Great Demo! LinkedIn Group in 2010-2011. Before The Second Derivative, Peter founded the Discovery Tools® business unit at Symyx Technologies, Inc., where he grew the business from an empty spreadsheet into a $30 million per year operation. Prior to Symyx, Peter served in marketing, sales, and management positions at MDL Information Systems, a leading provider of scientific information management software. Peter currently serves on the Board of Directors for Collaborative Drug Discovery, Inc., is an advisor to IN2SV, Inc. and a mentor to StartX, the Stanford University start-up accelerator. He holds a degree in chemistry. Peter 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 customer. GreatDemo.com

Experience It Yourself

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