Discovery is the most important part of the presales process. Done effectively, discovery is the key to delivering compelling software demos and proposals that accelerate the sales process and reduce “no decision” outcomes.
We hosted Peter Cohan, author of Doing Discovery and Great Demo!, for an insightful webinar where we explored the discovery methods high-performing software sales professionals rely on to achieve greater results.
Peter shared with us:
- The key differences between qualification and discovery.
- How to uncover and deepen pain, investigate impact, and surface business value.
- How to access your discovery skills and level up your approach.
- The different types of questions discovery experts use to connect software solutions to the prospect's specific challenges.
Watch the webinar to master the art of doing discovery!
https://go.cloudshare.com/webinar-registration-seven-levels-of-stunningly-successful-discovery
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