Think about the last deal you lost. Was it to a No Decision? How much time had you spent on that deal? How many resources got thrown at it? How much were you counting on that deal for your month/quarter/year?
If you have been in Sales or Presales for more than one month, you have had this deal. And if you take a good long look at it under the Truth Microscope, you would probably admit to yourself that you should have done a more effective job during Discovery.
Discovery is the most important investment that you make in your success as a professional yet there have been few books written with the sole focus being on Discovery. Well, Peter Cohan has addressed that with his new book Doing Discovery. Peter has taken his experience working with Presales teams around the globe in addition to his own time in the field and drafted an amazing playbook for conducting effective Discovery.
While this book was targeted specifically towards Presales Pros in the Software as a Service space, as a recovering sales professional I can tell you that anyone who is putting themselves in front of customers to lead a Discovery session will benefit from this book.
And this isn't just a book that you read and have to figure out how to apply the concepts. Peter includes exercises throughout to help you take the concepts that you just studied and immediately apply them to your own customer interactions.
One of my favorite parts is when he dives into the notorious Curse of Knowledge. It includes a tremendous quote from Claude Bernard "It is what we know already that often prevents us from learning."
So if you've been in Sales/Presales for 30 minutes or 30 years, this book is a must-read if you want to win more of those No Decision deals.
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About the author
A game changer in how I approach my interactions with prospects!
As a huge fan of the Peter Cohan's 'Great Demo' book, I couldn't wait to grab 'Doing Discovery'. The read did not disappoint! Peter provides great insight into discovery by first providing an assessment of your current skills and then diving into a discovery methodology. Concepts in the book are backed with valuable storytelling to ensure that the shared information is understood and memorable.As a presales engineer that is constantly looking for ways to improve, I knew discovery was an area that can always be better. Peter's insight around discovery pointed out areas to address and I look forward to the positive results I'm certain these changes will bring.Newbie or veteran, presales, sales, post sales or product could all benefit from the information shared in Doing Discovery. I highly recommend it.
Top reviews from the United States
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- Reviewed in the United States on September 7, 2022
- Reviewed in the United States on August 6, 2023
I have used discovery questionnaires from previous organizations, but after reading this book, I noticed the previous methodologies needed to be more consistent in comparison. Most had no rhyme or reason, no rationale or structure; this book provided structure, rationale, and a journey of how to begin and end a discovery session. This book is foundational and sets a standard for conducting a proper Discovery.
And since I am in a profession that does technical demonstration, I had to pick up the author's most recent (2023) version of Great Demo! I think the two go hand-in-hand!
Images in this review
- Reviewed in the United States on February 6, 2023
As a huge fan of the Peter Cohan's 'Great Demo' book, I couldn't wait to grab 'Doing Discovery'. The read did not disappoint! Peter provides great insight into discovery by first providing an assessment of your current skills and then diving into a discovery methodology. Concepts in the book are backed with valuable storytelling to ensure that the shared information is understood and memorable.
A game changer in how I approach my interactions with prospects!
Reviewed in the United States on February 6, 2023
As a presales engineer that is constantly looking for ways to improve, I knew discovery was an area that can always be better. Peter's insight around discovery pointed out areas to address and I look forward to the positive results I'm certain these changes will bring.
Newbie or veteran, presales, sales, post sales or product could all benefit from the information shared in Doing Discovery. I highly recommend it.
Images in this review
- Reviewed in the United States on August 30, 2022
- Reviewed in the United States on February 17, 2023
Top reviews from other countries
- tmatosReviewed in Canada on September 5, 2022
The 7 Levels of Discovery - Peeling Back Complexity to Drive Better Sales and Understanding
- kyle macamazonReviewed in the United Kingdom on November 21, 2023
Up your Discovery game 3x!
- Bas DuseeReviewed in the Netherlands on May 23, 2023
If you want to progress is doing proper discovery
