We see posts like these all the time:
“The 8 Discovery Questions My Best AEs Use”
“My Favorite Demo Tip”
“5 Discovery Must-Haves!”
“Demo Tip of the Day!”
“10 Top Discovery Questions”
Individual tips, skills, and short lists of questions are a lot like LEGO bricks. Used by themselves, they are nearly useless and occasionally painful (ever walk on one in your bare feet?).
And sticking a few tips and skills together won’t yield the desired result, either!
Connect a few LEGO bricks and you’ll get a strange shape or random blob. Applying individual discovery questions or demo tips gives similar results!
Consider how you would go about building those famous LEGO sets, “Star Wars UCS Millennium Falcon” (7,541 bricks) or “Titanic” (9,090 bricks).
Would you simply start slapping bricks together and see what happens? Likely not!
Instead, you follow a structured approach that tells you which subassemblies to build first, then how to build the sections, followed by how they are connected, all using detailed instructions of hundreds of steps.
Those instructions are the methodology for building and successfully completing LEGO sets.
The same principles are true for creating and delivering compelling demos, and when having discovery conversations. Combining a few tips, techniques, and unaligned skills may produce a painful result: A Millennium Falcon that can’t get off the ground or a Titanic that heads straight for the bottom, no iceberg needed!
Will employing a tip help? Maybe. But it you want to enjoy accelerated progress to best practices, pursue methodology.
Only by following a proven methodology can success be assured!
Example Methodology Resources:
Doing Discovery:
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
Great Demo! Third Edition:
https://www.amazon.com/dp/B0C9SNKC2Y/
Suspending Disbelief:
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