How much discovery is enough, and is a disco demo a good thing or bad thing? Peter Cohan joined legume-man Adam Freeman for this 38-minute exploration of:
- How do you know enough discovery is … enough?
- An illustrative story about visiting two doctors – and the answer to the “enough?” question
- Personality differences and “enough”
- Trust and relationship – and discovery
- Asking even when you already know the answers
- Prospects need to feel “heard”
- Culture-based discovery questions
- POCs vs discovery
- Vendor job perspective: salespeople vs presales vs implementation vs customer success
- The Curse of Knowledge revisited
- What to do if something is missing
- Going further than just uncovering pain
- Pain vs Critical Business Issues and risk avoidance
- Vision Generation – earning the right to discover
- “Just Browsing” vs “Active Buying Process” prospects – and No Decision outcomes
- Two great final questions
- Sharing the info during discovery (very effective!)
- “Disco Demos” defined – when should they be used?
- “Monday Morning” as a paradigm for Vision Generation Demos
- The Disco Demo sad reality
- Shameless self-promotion!
You can find the recording here. Enjoy!
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