Doing Discovery: The Single Most Important Element of Software Sales and Buyer Enablement Processes

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.
ASIN: B0B8RJK4C2
VSKU: BVV.B0B8RJK4C2.G
Condition: Good
Author/Artist:Cohan, Peter E.
Binding: Paperback
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Condition Notes: The item shows wear from consistent use, but it remains in good condition and works perfectly. All pages and cover are intact including the dust cover, if applicable . Spine may show signs of wear. Pages may include limited notes and highlighting. May NOT include discs, access code or other supplemental materials.