Register for "Seven Skills Levels for Stunningly Successful Discovery," with Peter Cohan

7 Skills Webinar with Peter Cohan

Many sales and presales practitioners say they are skilled at doing Discovery – but are they?  


Where are you on this progression?


Here’s a simple method to assess, based on six levels of increasing proficiency, culminating in a seventh level – an integrated Discovery Methodology:

  •  Level 1:     Uncovers statements of pain.
  •  Level 2:     Uncovers pain and explores more deeply.
  •  Level 3:     Uncovers pain, explores deeply, broadens the pain and investigates the impact.
  • Level 4:     Uncovers pain, explores and broadens, investigates impact and quantifies.
  •  Level 5:     Uncovers pain, explores and broadens, investigates impact, quantifies and reengineers vision.
  •  Level 6:     Applies these skills to the broad range of customers represented across the Technology Adoption Curve, including “burn victims”, disruptive and new product categories, highly transactional sales cycles, and other scenarios.
  •  Level 7:     Integrates and aligns the skills above into a cohesive Discovery methodology.
In this webinar, we’ll explore each of these along with the potential impact on your sales, renewals, and expansion processes.