Where are YOU with the seven levels of discovery skills?
Level 1: Uncovers statements of pain
Level 2: Uncovers pain and explores more deeply
Level 3: Uncovers pain, explores deeply, broadens the pain and investigates the impact
Level 4: Uncovers pain, explores and broadens, investigates impact, and quantifies
Level 5: Uncovers pain, explores and broadens, investigates impact, quantifies, and reengineers vision
Level 6: Applies these skills to the broad range of prospects represented across the Technology Adoption Curve,
“burn victims,” disruptive and new product categories, transactional sales cycles, and other scenarios
Level 7: Integrates and aligns the skills above into a cohesive discovery methodology
It can often take six months or longer for a new hire to adequately achieve Level 2.
The next several levels may require years to attain, and for many people Level 6 is a lifetime journey!
Read the list again and honestly assess yourself (or your team).
And remember:
“The vendor that performs superior discovery is in a competitively advantageous position!”
If you are unfamiliar with any of the terms or practices above, grab or listen to a copy of Doing Discovery:
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
Even better, take a Doing Discovery Workshop to accelerate your skills learning and application!
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