{"id":43622,"date":"2026-02-23T17:08:45","date_gmt":"2026-02-23T17:08:45","guid":{"rendered":"https:\/\/greatdemo.com\/?p=43622"},"modified":"2026-02-23T17:08:45","modified_gmt":"2026-02-23T17:08:45","slug":"assessing-discovery-skill-levels-how-do-you-rate-2","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/assessing-discovery-skill-levels-how-do-you-rate-2\/","title":{"rendered":"Assessing Discovery Skill Levels: How Do You Rate?"},"content":{"rendered":"

Many sales and presales practitioners say they are skilled at doing discovery \u2013 but are they?\u00a0Are you? Here\u2019s a simple method to assess yourself or your team, based on seven levels of increasing proficiency:<\/p>\n

Level 1:\u00a0\u00a0 Uncovers statements of pain.<\/p>\n

Level 2:\u00a0\u00a0 Uncovers pain and explores more deeply.<\/p>\n

Level 3:\u00a0\u00a0 Uncovers pain, explores deeply, broadens the pain and investigates the impact.<\/p>\n

Level 4:\u00a0\u00a0 Uncovers pain, explores and broadens, investigates impact and quantifies.<\/p>\n

Level 5:\u00a0\u00a0 Uncovers pain, explores and broadens, investigates impact, quantifies and reengineers vision.<\/p>\n

Level 6:\u00a0\u00a0 Applies these skills to the broad range of prospects represented across the Technology Adoption Curve, \u201cburn victims\u201d, disruptive and new product categories, transactional sales cycles, and other scenarios.<\/p>\n

Level 7:\u00a0\u00a0 Integrates and aligns the skills above into a cohesive discovery methodology.<\/p>\n

Level 1<\/strong><\/p>\n

When doing discovery, if you or your colleagues simply uncover \u201cPain\u201d and go no further, then you and they are novices!<\/p>\n

For example, your prospect offers, \u201cOur current process is manual\u2026\u201d Many vendors leap to propose a solution at this point. Sadly, that\u2019s what happens in far too many \u201cdiscovery calls.\u201d<\/p>\n

Operating at Level 1 can barely be called \u201cdoing discovery\u201d! It is clearly insufficient and results in losses to more competent vendors and No Decision<\/a> outcomes.<\/p>\n

 <\/p>\n

Wondering about Levels 2 \u2013 7? See the full article here!<\/p>\n

https:\/\/greatdemo.com\/assessing-discovery-skill-levels-how-does-your-team-rate\/<\/a><\/p>\n

 <\/p>\n

Want to take action and improve your discovery skills?<\/p>\n

Books:<\/p>\n

https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>\n

Or take advantage of the upcoming Public Workshops!<\/p>\n

https:\/\/greatdemo.com\/events\/<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

Many sales and presales practitioners say they are skilled at doing discovery \u2013 but are they?\u00a0Are you? Here\u2019s a simple method to assess yourself<\/p>\n","protected":false},"author":2,"featured_media":0,"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":[7],"class_list":["post-43622","post","type-post","status-publish","format-standard","hentry","category-doing_discovery","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/43622","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=43622"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/43622\/revisions"}],"predecessor-version":[{"id":43624,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/43622\/revisions\/43624"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media?parent=43622"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/categories?post=43622"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/tags?post=43622"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}