Roll over image to zoom in
Doing Discovery: The Single Most Important Element of Software Sales and Buyer Enablement Processes
£19.50
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.
Read more
Additional information
| Publisher | Independently published (5 Aug. 2022) |
|---|---|
| Language | English |
| Paperback | 384 pages |
| ISBN-13 | 979-8838884442 |
| Dimensions | 15.24 x 2.21 x 22.86 cm |
by Phil W.
Having spent the past 30 years in B2B sales leadership I’ve seen the need first hand for sales teams to up their game when it comes to discovery, and not by doing more of the same. Doing Discovery provides a comprehensive blueprint for successful buyer-centric discovery. I thinks it’s a must read for sales teams involved with complex and enterprise sales.
by kyle macamazon
Peter’s Discovery experience, suggestions, and logical approach are phenomenal. This book will help you up your game within an hour and then KEEP GOING. I have been doing solution consulting for 20 years and never had such a compact guide that I could apply on my very next call. How far do you want to go? There is a section to survive or take control of every Discovery variation, blocker, and situation I have ever encountered. I do not think there is a book like it. I am on my second read. I wish I had his methodology 20 years ago! There might be hope for me yet as this book proves that you can teach an old dog new tricks! Find out about how to use a Discovery question on-ramp, a “give to get” credibility building customer story template, and just how long you should be spending on Discovery.
by Niall Allen
This book is absolutely fantastic. Even the things I already thought I knew about sales discovery I learnt something new.
As soon as I finish it, I start it again and learn something new the next time around. If you are trying to reinforce your knowledge or are interested in the subject, this book is a must have!
by Niall Allen
I have just received my copy of ‘Doing Discovery’ and am eagerly devouring this as, like you, I consider ‘discovery’ the most important, yet poorly executed step, of the sales process. This is true of most of the companies I have worked for. They all think they are excellent, but without a comprehensive‘ benchmark, they remain to some extent ‘unconsciously incompetent’!
I am using ‘Doing Discovery’ as the much needed ‘benchmark’ and have embarked on a process to review the book (cue the old fashioned ‘book club’) with our Solutions Engineering management team I hope to reengineer both the understanding and importance of the Discovery process.
Thank-you for ‘shining the light’ on Discovery.