A head of sales commented, “80% of my team believes they do a good job with discovery, but sadly they do not – they don’t know what they don’t know…!”Where do you stand with your discovery skills?Level 1: Uncovers statements of pain;Level 2: Uncovers pain and explores more deeply;Level 3: Uncovers pain, explores deeply, broadens the pain and investigates the impact;Level 4: Uncovers pain, explores and broadens, investigates impact and quantifies;Level 5: Uncovers pain, explores and broadens, investigates impact, quantifies and reengineers vision;Level 6: Applies these skills to the broad range of prospects represented across the Technology Adoption Curve, “burn victims”, disruptive and new product categories, transactional sales cycles, and other scenarios;Level 7: Integrates and aligns the skills above into a cohesive discovery methodology.Most sales, presales, and customer-facing teams are operating at Level 2 or 3, with a few at Level 4 – this leaves a lot of room for improvement!And, as Cohan notes, “the vendor who is perceived by the prospect as doing a superior job in discovery is in a competitively advantageous position.”Reading and following the exercises in Doing Discovery can transform individuals, teams, and organizations from undifferentiated sellers into high-performing practitioners who achieve their sales objectives while truly enabling buyers, resulting in mutually successful outcomes that endure.
✔ Author(s): Peter E. Cohan
✔ Title: Doing Discovery: The Single Most Important Element of Software Sales and Buyer Enablement Processes
✔ Rating : 4.7 out of 5 base on (64 reviews)
✔ ISBN-10: B0B8RJK4C2
✔ Language: English
✔ Format ebook: PDF, EPUB, Kindle, Audio, HTML and MOBI
✔ Device compatibles: Android, iOS, PC and Amazon Kindle
Readers' opinions about Doing Discovery by Peter E. Cohan
Aleena Tran
Travel back in time with a historical epic that vividly recreates a bygone era. The author's meticulous research and engaging prose transport you to another world. Complex characters and intricate plots keep you enthralled from beginning to end. Each chapter reveals new insights into the period's culture and society. It's a captivating blend of history and fiction. Ideal for history buffs and lovers of epic sagas.
Arabella Whitfield
Immerse yourself in a richly detailed fantasy world where heroes and villains clash in epic battles. The author's intricate plotting and dynamic characters create a compelling narrative. Each twist and turn in the story keeps you hooked from start to finish. The vivid descriptions and imaginative world-building transport you to another realm. It's a thrilling adventure that captures the essence of epic fantasy. Perfect for fans of high-stakes adventures.
Maydena Winter
Explore the impact of technology on society in this thought-provoking novel. The author's insightful writing and compelling characters create a narrative that challenges your perceptions. Each chapter delves into the complexities of modern life with depth and nuance. The plot's twists and turns keep you engaged throughout. It's a story that prompts deep reflection on the role of technology in our lives. Perfect for readers interested in contemporary issues.
