April 22 at 9:00 AM Pacific Time, 12:00 Noon Eastern Time, 18.00 Central European Time. Register for this webinar here!
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Where are you on this progression?
We’ll discuss 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. Looking forward to your participation...!
1 comment:
I have a big smile on my face as I read this because we adopted and made usage of this methodology years ago. We called the pains tactical and consequential, and associated specific names to those who shared them, and noted what we called 'golden nuggets', which were quantifiable metrics, previously unknown to us. We (the sales executive and SE) crafted our presentations / demonstrations to this information and were able to specifically address attendees by name as either the ones affected by the tactical or consequential pains. Very powerful stuff, and irrefutable. It was fun to dive in and understand, really understand the issues we could help them solve ... and changed our position from sales people to trusted advisors. Win rates were increased, and even in those cases we lost, they remembered us, and if their chosen vendor didn't work out, they came only back to us. I always had this methodology in mind over the years, and always incorporated it as I moved forward ... not always with sales support 'We don't have time to do in depth Discovery!" It was fun to see how that changed once I showed them how different a meeting can be when you're 'in the know'!
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