Upcoming Webinar – How Buyer Enablement is Changing Discovery

Thursday September 29 at 8:00 AM Pacific, 11:00 AM Eastern, 5:00 PM Central European – Register here!

How many of us have actually purchased enterprise software? What did we dislike about the process – what did we appreciate? How can we, as vendors, enable both novice and experienced buyers to make their buying and value realization processes as frictionless and successful as possible? 

What is the role of discovery in supporting these efforts? We’ll examine these topics and more, including the horrors of Lead Churn, in this session…!

Contact us if you have topics you’d like to explore.

Gondola.ai Discovery Video Interview

 

From the fine folks at Gondola (previously Demoflow):

“How do you uncover true business pain when on a Discovery call with a prospect? More importantly, how do you quantify that pain and dig deeply for the impact of solving that pain? These are all critical elements of running a great Discovery call with a prospect.

In this episode of The Art of Discovery, Peter Cohan of Great Demo! and I talk about exactly that. How to uncover and quantify business pain and investigate the impact of the desired state.

We'll review a 3-step formula to help you do this:

- What is it today?: Identify and quantify the pain

- What would you like it to be? Identify and quantity the desired future state

- We have a great delta of value. Now what?”

You’ll note that the conversation includes many of the key discovery elements introduced in Doing Discovery. You can find this 27-minute interview here!

Bits About Books – Doing Discovery Interview

 

From the podcaster:

 

“Bits about books episode #54 featuring Peter Cohan. We speak with him about his new book Doing Discovery – The Single Most Important Element of Software Sales and Buyer Enablement Processes. The episode is now #LIVE!”

 

In this 59-minute podcast, Subhanjan Sarkar interviewed me about the recently published Doing Discovery book, exploring the rationale behind writing the book and many of the key ideas. Some fascinating stories were shared as well!

 

You can listen to the podcast here – enjoy!

Only 16% of You…

 

As early adopters and innovators, only 16% of you realize that reading, adopting, and implementing the ideas in Doing Discovery provides you with a sustainable strategic competitive advantage. Shhhhh…..!

 

You can find the book here…

Upcoming Webinar – The Science of Doing Discovery

September 14 at 10:00 AM Pacific Time. You can register here!

Great Demo!'s Peter Cohan will be joining the fine folks at Demoleap to discuss more about the Doing Discovery methodology, and how Demoleap helps to support a structured, consistent approach:

“Demoleap's Demo Master Class - Learn from the best in class how to craft, manage and deliver winning discovery and live demo calls.

We are kicking off our special sales master class live webinars with "The Science of Doing Discovery." Peter Cohan (Founder of "Great Demo!" & the "The Second Derivative") will share his best practices on how to prepare and utilize the most effective discovery playbook.”

Register here – and let us know if there are topics you’d like to see addressed!