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
✔ ISBN-13: 978B0B8RJK4C0
✔ 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
Thea Bell
The world-building in this book was simply phenomenal. I was transported to a different realm and felt like I was part of the characters' journey. The attention to detail made it all so immersive.
Josephine Alvarez
The depth of character development was astounding. I felt like I knew each person intimately, understanding their hopes, fears, and dreams. It made the story so much more meaningful.
Laura Hill
The plot twists were executed masterfully. I was left gasping at every unexpected turn, and the suspense kept me on edge throughout. Bravo to the author for keeping me guessing.
