{"id":34512,"date":"2024-03-06T18:20:38","date_gmt":"2024-03-06T18:20:38","guid":{"rendered":"https:\/\/greatdemo.com\/?p=34512"},"modified":"2024-03-06T18:20:38","modified_gmt":"2024-03-06T18:20:38","slug":"demo-jockeys-interview-part-2-doing-discovery","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/demo-jockeys-interview-part-2-doing-discovery\/","title":{"rendered":"Demo Jockeys Interview Part 2 \u2013 Doing Discovery"},"content":{"rendered":"<p>I joined the fabulous folks at the Demo Jockeys for a discussion of the <em><a href=\"https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/ref=sr_1_1?crid=1U8XAZMG8HBYK&amp;keywords=doing+discovery&amp;qid=1659904849&amp;s=books&amp;sprefix=doing+discovery%2Cstripbooks%2C216&amp;sr=1-1\" target=\"_blank\" rel=\"noopener\">Doing Discovery<\/a><\/em> book. Here\u2019s a timeline for part 2 of the interview (Minutes:Seconds):<\/p>\n<p>0:00\u00a0\u00a0\u00a0\u00a0 Configuring couches for laptops<\/p>\n<p>3:00\u00a0\u00a0\u00a0\u00a0 Extolling the virtues of Moosehead Lake in Maine<\/p>\n<p>4:00\u00a0\u00a0\u00a0\u00a0 Interview begins<\/p>\n<p>4:30\u00a0\u00a0\u00a0\u00a0 Curiosity-driven discovery vs a \u201cchore\u201d<\/p>\n<p>6:15\u00a0\u00a0\u00a0\u00a0 Confirm the normal, investigate the outliers<\/p>\n<p>8:00\u00a0\u00a0\u00a0\u00a0 A great story about differentiation<\/p>\n<p>9:45\u00a0\u00a0\u00a0\u00a0 \u201cYou know you\u2019ve already closed me\u2026!\u201d<\/p>\n<p>11:00\u00a0\u00a0 Another great story: the \u201cSales Prevention Team\u201d<\/p>\n<p>13:30\u00a0\u00a0 The risk of demoing from a script<\/p>\n<p>15:00\u00a0\u00a0 Understanding the buyer\u2019s journey, when you haven\u2019t been a buyer<\/p>\n<p>18:00\u00a0\u00a0 Buyer experience vs problem\/solution complexity<\/p>\n<p>20:00\u00a0\u00a0 Another story: Learning how to sell internally<\/p>\n<p>23:00\u00a0\u00a0 Intro to Buyer Enablement and examples<\/p>\n<p>25:45\u00a0\u00a0 Cohan activities \u2013 a raft of articles and posts on the Great Demo! <a href=\"https:\/\/greatdemo.com\/\">website<\/a> Resources pages<\/p>\n<p>29:45\u00a0\u00a0 Should we do a session or two on the Third Edition of Great Demo!?<\/p>\n<p>You can find this on <a href=\"https:\/\/demojockeys.com\/\" target=\"_blank\" rel=\"noopener\">https:\/\/demojockeys.com\/<\/a><\/p>\n<p>Enjoy!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>I joined the fabulous folks at the Demo Jockeys for a discussion of the Doing Discovery book. Here\u2019s a timeline for part 2 of<\/p>\n","protected":false},"author":2,"featured_media":34410,"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":[14,11,20,8],"tags":[7,27],"class_list":["post-34512","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advanced_topics","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\/34512","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=34512"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/34512\/revisions"}],"predecessor-version":[{"id":34514,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/34512\/revisions\/34514"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media\/34410"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media?parent=34512"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/categories?post=34512"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/tags?post=34512"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}