I joined Tony Moze for this 65-minute exploration of:
- Why I wrote Doing Discovery
- “It’s not what I know, it’s what they tell me…!” The Curse of Knowledge
- Some poor assumptions…
- A head of sales’ revelation that “80% of my team believe they do a good job with discovery, but they really don’t!”
- Geography and applicability, cultural differences
- “When someone has a serious problem [that they want to solve], they want to be discovered…”
- “About You…” example
- What about home-built templates and scripts?
- Full sentences vs prompts, and authenticity
- How much discovery info is needed or enough?
- An inquisition?
- Discovery as a journey, but with clearly defined destinations: E.g., Great Demo! Situation Slides
- Gaps with typical home-built discovery templates and scripts – and some key metrics
- Sales stage conversions, No Decision outcomes, wasted demos…
- Go to Market and the Customer Journey vs Sales Process: Buyer Enablement
- Target audience for Doing Discovery – business discovery vs technical discovery – a team sport and roles
- The horrors of Lead Churn – and being qualified out
- Quid pro quo – and its impact on avoiding Lead Churn
- Experienced vs inexperienced buyers and champions
- Great Demo! vs Doing Discovery: Which book to read first?
- Discovery on the Fly – when and when not to use?
- Vision Generation Demos – that enable discovery
- The Technology Adoption Curve and its impact on discovery
- Vendor vs buyer enablement – and providing ballpark pricing as an example
- Champion enablement
- Presales research studies?
- Differences in doing discovery when buying tools vs complex solutions
- Seeing a doctor, the doorknob effect, and admitting deep pain
- How much discovery is enough?
- My favorite discovery question!
Hope you find this useful…!
You can find Doing Discovery on Amazon in paperback, Kindle, and Audiobook formats.
You can find the podcast here. Enjoy!
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