{"id":37097,"date":"2025-03-13T23:28:24","date_gmt":"2025-03-13T23:28:24","guid":{"rendered":"https:\/\/greatdemo.com\/?p=37097"},"modified":"2025-03-13T23:28:24","modified_gmt":"2025-03-13T23:28:24","slug":"saas-backwards-episode-155-youre-probably-doing-discovery-wrong-and-its-costing-you-deals","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/saas-backwards-episode-155-youre-probably-doing-discovery-wrong-and-its-costing-you-deals\/","title":{"rendered":"SaaS Backwards Episode 155 – You\u2019re Probably Doing Discovery Wrong\u2014And It\u2019s Costing You Deals"},"content":{"rendered":"

“Most sales teams think they\u2019re great at discovery. The reality? About 80% are getting it wrong\u2014and it\u2019s the single biggest reason why deals stall, go to a competitor, or die with ‘no decision.’<\/p>\n

Peter E. Cohan, author of Doing Discovery<\/em>, breaks down why traditional discovery methods are failing and what SaaS sales teams must do differently to uncover real customer value, build compelling business cases, and stop losing winnable deals.<\/p>\n

The biggest mistake sellers make? Rushing to the demo before fully quantifying business pain. If you can\u2019t pin down the numbers behind a buyer\u2019s problem and desired outcome, you\u2019re making it nearly impossible for them to justify the purchase\u2014let alone get buy-in from their team.<\/p>\n

Peter shares practical strategies to flip the script on outdated discovery calls, avoid the \u201cinterrogation\u201d trap, and use discovery to drive urgency, not just collect pain points.<\/p>\n

Key Takeaways:<\/p>\n

\u2705\u00a0Uncover the Value Gap:\u00a0The secret to avoiding \u201cno decision\u201d isn\u2019t just probing for pain\u2014it\u2019s quantifying the gap between today\u2019s reality and the desired future state.<\/p>\n

\u2705\u00a0Vision Reengineering:\u00a0Most buyers don\u2019t know what they don\u2019t know. Learn how to introduce new ideas without losing control of the deal or giving away discounts.<\/p>\n

\u2705 Turn Discovery Into a Two-Way Conversation:\u00a0Stop making prospects feel like they\u2019re on trial\u2014use quid pro quo techniques to make discovery a collaborative process.<\/p>\n

Get ready to rethink how you approach discovery\u2014or risk losing more deals than you should.”<\/em><\/p>\n

Enjoy this podcast here<\/a>!<\/p>\n","protected":false},"excerpt":{"rendered":"

“Most sales teams think they\u2019re great at discovery. The reality? About 80% are getting it wrong\u2014and it\u2019s the single biggest reason why deals stall,<\/p>\n","protected":false},"author":2,"featured_media":36991,"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":[20],"tags":[27],"class_list":["post-37097","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-doing_discovery","tag-infographics"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/37097","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=37097"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/37097\/revisions"}],"predecessor-version":[{"id":37098,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/37097\/revisions\/37098"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media\/36991"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media?parent=37097"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/categories?post=37097"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/tags?post=37097"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}