Rev Shots Episode #38 - "What is the one topic you’re hearing that is not about AI?"

 

I joined the fabulous Dionne Mejer for this 30-minute Rev Shots session: 

“Join us as we talk with Peter Cohan, author of The Great Demo, and Principal at The Second Derivative. Peter is a master at so many things, one of them being working with teams to up their Demo Game. Join us for this amazing conversation and leave inspired!”

 

We discussed:

 

-       0:00 Rev Shots Intro – quick hits of wisdom

-       1:30 Background

-       4:00 “What is the one topic you’re hearing that is not about AI?” Three Topics:

       o   Buyer Enablement

       o   Doing Discovery

       o   Dunning-Kruger effect

-       6:00 A remarkable discovery success story

-       8:30 How do you know when you’ve done enough discovery – and closing the business

-       10:30 The five steps of conversations

-       11:45 Quid pro quo to avoid an interrogation, with examples

-       13:45 Uniqueness?

-       15:30 Be present – active listening and curiosity

-       17:00 What is Buyer Enablement?

-       18:30 Slow down to speed up

-       20:00 A Buyer Enablement story and avoiding discounts

-       22:00 Critical Dates

-       25:00 Buyer Enablement comes from the top and letting prospects self-harvest

-       27:30 Dunning Kruger – introduced via a story

-       29:00 Dunning Kruger as both a problem and an opportunity!

-       30:00 Teasing the next episode? Avoiding No Decision outcomes!

 

You’ll find this episode here!