{"id":36037,"date":"2024-09-23T17:21:15","date_gmt":"2024-09-23T17:21:15","guid":{"rendered":"https:\/\/greatdemo.com\/?p=36037"},"modified":"2024-09-23T17:21:15","modified_gmt":"2024-09-23T17:21:15","slug":"rev-shots-38-what-is-the-one-topic-youre-hearing-that-is-not-about-ai","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/rev-shots-38-what-is-the-one-topic-youre-hearing-that-is-not-about-ai\/","title":{"rendered":"Rev Shots #38 &#8211; \u201cWhat is the one topic you\u2019re hearing that is not about AI?\u201d"},"content":{"rendered":"<p>I joined the fabulous Dionne Mejer for this 30-minute Rev Shots session:<\/p>\n<p>\u201cJoin us as we talk with Peter Cohan, author of The Great Demo, and Principal at The Second Derivative. Peter is a master at so many things, one of them being working with teams to up their Demo Game. Join us for this amazing conversation and leave inspired!\u201d<\/p>\n<p>We discussed:<\/p>\n<ul>\n<li>0:00 Rev Shots Intro \u2013 quick hits of wisdom<\/li>\n<li>1:30 Background<\/li>\n<li>4:00 \u201cWhat is the one topic you\u2019re hearing that is <em>not<\/em> about AI?\u201d Three Topics:\n<ul>\n<li>Buyer Enablement<\/li>\n<li>Doing Discovery<\/li>\n<li>Dunning-Kruger effect<\/li>\n<\/ul>\n<\/li>\n<li>6:00 A remarkable discovery success story<\/li>\n<li>8:30 How do you know when you\u2019ve done enough discovery \u2013 and closing the business<\/li>\n<li>10:30 The five steps of conversations<\/li>\n<li>11:45 Quid pro quo to avoid an interrogation, with examples<\/li>\n<li>13:45 Uniqueness?<\/li>\n<li>15:30 Be present \u2013 active listening and curiosity<\/li>\n<li>17:00 What is Buyer Enablement?<\/li>\n<li>18:30 Slow down to speed up<\/li>\n<li>20:00 A Buyer Enablement story and avoiding discounts<\/li>\n<li>22:00 Critical Dates<\/li>\n<li>25:00 Buyer Enablement comes from the top and letting prospects self-harvest<\/li>\n<li>27:30 Dunning Kruger \u2013 introduced via a story<\/li>\n<li>29:00 Dunning Kruger as both a problem and an opportunity!<\/li>\n<li>30:00 Teasing the next episode? Avoiding No Decision outcomes!<\/li>\n<\/ul>\n<p>You\u2019ll find this episode <a href=\"https:\/\/www.linkedin.com\/events\/7241436066124079104\/comments\/\" target=\"_blank\" rel=\"noopener\">here<\/a>!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>I joined the fabulous Dionne Mejer for this 30-minute Rev Shots session: \u201cJoin us as we talk with Peter Cohan, author of The Great<\/p>\n","protected":false},"author":2,"featured_media":36038,"comment_status":"closed","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":[9],"tags":[7,27],"class_list":["post-36037","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-growth_development","tag-blog","tag-infographics"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/36037","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=36037"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/36037\/revisions"}],"predecessor-version":[{"id":36040,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/36037\/revisions\/36040"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media\/36038"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media?parent=36037"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/categories?post=36037"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/tags?post=36037"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}