I joined Julien Emery of Technically Sold and Superpanel for this 55-minute discussion about Doing Discovery. (Note: I am NOT responsible for the title of this podcast!)
We explored a lot of territory:
- Why I wrote Doing Discovery and what kicked it off
- The impact of poor vs excellent discovery
- Reducing No Decision outcomes
- Reducing “wasted” demos
- Reducing wasted POCs
- Metrics and Demo Qualified Leads
- Great Demo! Situation Slides
- Discovery vs qualification
- Key challenges in doing discovery
- Avoiding an inquisition – quid pro quo
- Diagnostic vs Biased Questions
- Executives vs everyone else
- Active Buying Process vs Just Browsing
- Vision Generation Demos
- Pricing and price ranges
- The Myth of the Informed Buyer
- Vision Reengineering
- Biased Questions
- Buying It Back
- Four levels of skills and knowledge
- Communicating business value
- Burn Victims
- Technology Adoption Curve and discovery
- Recapping the 7 Levels of Doing Discovery
- Enabling enablement
- Product Led Growth
- The value of discovery in a “down market”
You can find the podcast here. Enjoy!
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