{"id":32974,"date":"2023-09-14T16:15:23","date_gmt":"2023-09-14T16:15:23","guid":{"rendered":"https:\/\/greatdemo.com\/?p=32974"},"modified":"2023-09-14T16:15:23","modified_gmt":"2023-09-14T16:15:23","slug":"interview-the-importance-of-discovering-critical-business-issues","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/interview-the-importance-of-discovering-critical-business-issues\/","title":{"rendered":"Interview: The importance of Discovering Critical Business Issues"},"content":{"rendered":"<p><a href=\"https:\/\/cuvama.com\/critial-business-issues\/\" target=\"_blank\" rel=\"noopener\">Listen<\/a> to the recent interview of Peter Cohan by Tom Meerstadt of <a href=\"http:\/\/cuvama.com\/\" target=\"_blank\" rel=\"noopener\">Cuvama\u00a0<\/a>where he shares practical tips to avoid \u201cNo Decision\u201d outcomes. They explored:<\/p>\n<ul>\n<li>2023 sales (and buying) challenges<\/li>\n<li>Changing our thinking for 2024<\/li>\n<li>No Decision outcomes \u2013 45% in <em>typical<\/em> years<\/li>\n<li>Three discovery elements that yield No Decision results<\/li>\n<li>Critical Business Issues as the main reason for No Decision outcomes<\/li>\n<li>The difference between pain and\u00a0Critical Business Issues \u2013 an automobile example<\/li>\n<li>Another example: A Head of Sales<\/li>\n<li>Tips for uncovering Critical Business Issues<\/li>\n<li>Using \u201cwhy?\u201d and other insightful questions<\/li>\n<li>The impact (and challenges!) of Job Title level on uncovering Critical Business Issues<\/li>\n<li>Why isn\u2019t <em>sufficient<\/em> discovery done in most organizations?<\/li>\n<li>What about call recording tools?<\/li>\n<li>Learning takes place by <em>doing<\/em>!<\/li>\n<li>Three discovery elements reprised<\/li>\n<\/ul>\n<p>You can watch this 25-minute interview\u00a0<a href=\"https:\/\/cuvama.com\/crutial-business-issues\/\" target=\"_blank\" rel=\"noopener\">here<\/a>. Enjoy!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Listen to the recent interview of Peter Cohan by Tom Meerstadt of Cuvama\u00a0where he shares practical tips to avoid \u201cNo Decision\u201d outcomes. They explored:<\/p>\n","protected":false},"author":2,"featured_media":32975,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[14,20,8],"tags":[7,27,25],"class_list":["post-32974","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advanced_topics","category-doing_discovery","category-great-demo-blog","tag-blog","tag-infographics","tag-webinars"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/32974","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/comments?post=32974"}],"version-history":[{"count":0,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/32974\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media\/32975"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media?parent=32974"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/categories?post=32974"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/tags?post=32974"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}