{"id":32987,"date":"2023-09-18T14:27:32","date_gmt":"2023-09-18T14:27:32","guid":{"rendered":"https:\/\/greatdemo.com\/?p=32987"},"modified":"2023-09-18T14:27:32","modified_gmt":"2023-09-18T14:27:32","slug":"two-presales-in-a-pod-digging-into-discovery","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/two-presales-in-a-pod-digging-into-discovery\/","title":{"rendered":"Two Presales in a Pod \u2013 Digging into Discovery"},"content":{"rendered":"<p class=\"p1\">How much discovery is enough, and is a disco demo a good thing or bad thing? Peter Cohan joined legume-man Adam Freeman for this 38-minute exploration of:<\/p>\n<ul class=\"ul1\">\n<li class=\"li1\">How do you know enough discovery is \u2026 enough?<\/li>\n<li class=\"li1\">An illustrative story about visiting two doctors \u2013 and the answer to the \u201cenough?\u201d question<\/li>\n<li class=\"li1\">Personality differences and \u201cenough\u201d<\/li>\n<li class=\"li1\">Trust and relationship \u2013 and discovery<\/li>\n<li class=\"li1\">Asking even when you <i>already know<\/i> the answers<\/li>\n<li class=\"li1\">Prospects need to feel \u201cheard\u201d<\/li>\n<li class=\"li1\">Culture-based discovery questions<\/li>\n<li class=\"li1\">POCs vs discovery<\/li>\n<li class=\"li1\">Vendor job perspective: salespeople vs presales vs implementation vs customer success<\/li>\n<li class=\"li1\">The Curse of Knowledge revisited<\/li>\n<li class=\"li1\">What to do if something is missing<\/li>\n<li class=\"li1\">Going further than just uncovering pain<\/li>\n<li class=\"li1\">Pain vs Critical Business Issues and risk avoidance<\/li>\n<li class=\"li1\">Vision Generation \u2013 earning the right to discover<\/li>\n<li class=\"li1\">\u201cJust Browsing\u201d vs \u201cActive Buying Process\u201d prospects \u2013 and No Decision outcomes<\/li>\n<li class=\"li1\">Two great final questions<\/li>\n<li class=\"li1\">Sharing the info <i>during<\/i> discovery (very effective!)<\/li>\n<li class=\"li1\">\u201cDisco Demos\u201d defined \u2013 when should they be used?<\/li>\n<li class=\"li1\">\u201cMonday Morning\u201d as a paradigm for Vision Generation Demos<\/li>\n<li class=\"li1\">The Disco Demo sad reality<\/li>\n<li class=\"li1\">Shameless self-promotion!<\/li>\n<\/ul>\n<p class=\"p1\">You can find the recording <a href=\"https:\/\/podcasts.apple.com\/us\/podcast\/episode-70-peter-cohan-digging-into-discovery\/id1529994269?i=1000626794347\" target=\"_blank\" rel=\"noopener\"><span class=\"s2\">here<\/span><\/a> on Apple and <a href=\"https:\/\/open.spotify.com\/episode\/0yyU1YVW1qoo0Hi1Sfb8mc\" target=\"_blank\" rel=\"noopener\">here<\/a> on Spotify. Enjoy!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>How much discovery is enough, and is a disco demo a good thing or bad thing? Peter Cohan joined legume-man Adam Freeman for this<\/p>\n","protected":false},"author":2,"featured_media":28704,"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":[11,20,8],"tags":[7,27],"class_list":["post-32987","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-beyond_demos","category-doing_discovery","category-great-demo-blog","tag-blog","tag-infographics"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/32987","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=32987"}],"version-history":[{"count":0,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/32987\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media\/28704"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media?parent=32987"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/categories?post=32987"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/tags?post=32987"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}