I joined Roi Carmel of Spotlight.ai for this delightful discussion:
“Join us for a masterclass in modern sales methodology in this pivotal episode of our ‘In the Spotlight’ series, featuring Peter Cohan - founder of The Second Derivative and architect of contemporary discovery practices. In this deep-dive conversation, the creator of the Great Demo! methodology reveals groundbreaking approaches to value selling and buyer enablement that are reshaping enterprise sales:
- The evolution of value selling from business case development to full buyer enablement lifecycle strategies
- Demo-qualified lead framework with its six critical elements for effective solution design
- Vision Generation demos - the 5-minute alternative to painful ‘harbor tour’ presentations
- Quid pro quo discovery techniques that transform interrogations into collaborative conversations
- Future-proofing discovery through AI-supported processes and the critical role of human curiosity
- DIKW framework (Data-Information-Knowledge-Wisdom) for modern sales enablement
Special focus areas include:
- Building mutual solution validation between buyer and seller
- Cultural assessment techniques for complex sales environments
- The ‘myth of the informed buyer’ and vision re-engineering strategies
- Practical examples from 25+ years of training global sales teams”
You can find this discussion here: https://www.youtube.com/watch?v=cH_o8RJ8Lcs
Enjoy!
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