Upcoming Webinar: How Much Discovery Is Enough – Or Too Much?

Join us on Wednesday November 8 at 11:00 Pacific Time as we explore a number of intriguing and surprisingly important discovery parameters, based on Peter Cohan’s Doing Discovery book and methodology. How do you get what you need without overwhelming your prospect? How much is enough? What do you need to capture, and how? We’ll examine:

• Qualification vs Discovery
• “Just Browsing” vs “Active Buying Process”
• Simple Tools vs Complex Offerings
• Other Impactful Prospect Parameters
• Executives vs Everybody Else
• A Medical Analogy
• Full Discovery Methodology
• Seven Levels of Skills
• So How Much Discovery Is Enough?

The live webinar is free for all, but please note that the recording will only be available to NAASE and EASE members! To attend this event, email info@sales-engineering.org to receive the proper link for invitation.