{"product_id":"doing-discovery-the-single-most-important-element-of-software-sales-and-buyer-enablement-processes","title":"Doing Discovery: The Single Most Important Element of Software Sales and Buyer Enablement Processes","description":"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…!”\n\nWhere 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!\n\nAnd, as Cohan notes, “the vendor who is perceived by the prospect as doing a superior job in discovery is in a competitively advantageous position.”\n\nReading 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.\u003cbr\u003eASIN: B0B8RJK4C2\u003cbr\u003eVSKU: BVV.B0B8RJK4C2.G\u003cbr\u003eCondition: Good\u003cbr\u003eAuthor\/Artist:Cohan, Peter E.\u003cbr\u003eBinding: Paperback\u003cbr\u003e\u003cb\u003eNote:\u003c\/b\u003e Any images shown are stock photographs and product may differ from what is shown.  \u003cbr\u003e\u003cb\u003eCondition Notes\u003c\/b\u003e: 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.  \u003cbr\u003e","brand":"Blue Vase Books","offers":[{"title":"Default Title","offer_id":43288600870973,"sku":"BVV.B0B8RJK4C2.G","price":11.86,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0589\/4225\/9261\/files\/B0B8RJK4C2-0.jpg?v=1782163066","url":"https:\/\/www.bluevasebooks.com\/products\/doing-discovery-the-single-most-important-element-of-software-sales-and-buyer-enablement-processes","provider":"Blue Vase Books","version":"1.0","type":"link"}