I joined the fabulous folks at the Demo Jockeys for a discussion of the Doing Discovery book. Here’s a timeline for part 2 of the interview (Minutes:Seconds):
0:00 Configuring couches for laptops
3:00 Extolling the virtues of Moosehead Lake in Maine
4:00 Interview begins
4:30 Curiosity-driven discovery vs a “chore”
6:15 Confirm the normal, investigate the outliers
8:00 A great story about differentiation
9:45 “You know you’ve already closed me…!”
11:00 Another great story: the “Sales Prevention Team”
13:30 The risk of demoing from a script
15:00 Understanding the buyer’s journey, when you haven’t been a buyer
18:00 Buyer experience vs problem/solution complexity
20:00 Another story: Learning how to sell internally
23:00 Intro to Buyer Enablement and examples
25:45 Cohan activities – a raft of articles and posts on the Great Demo! website Resources pages
29:45 Should we do a session or two on the Third Edition of Great Demo!?
You can find this on https://demojockeys.com/
Enjoy!
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