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Doing Discovery
- The Single Most Important Element of Software Sales and Buyer Enablement Processes
- Narrated by: Rich Miller
- Length: 10 hrs and 45 mins
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Publisher's summary
A head of sales commented, “80 percent of my team believes they do a good job with discovery, but sadly they do not—they don’t know what they don’t know!”
Where do you stand with your discovery skills?
- Level one: Uncovers statements of pain
- Level two: Uncovers pain and explores more deeply
- Level three: Uncovers pain, explores deeply, broadens the pain and investigates the impact
- Level four: Uncovers pain, explores and broadens, investigates impact and quantifies
- Level five: Uncovers pain, explores and broadens, investigates impact, quantifies and reengineers vision
- Level six: Applies these skills to the broad range of prospects represented across the Technology Adoption Curve, “burn victims”, disruptive and new product categories, transactional sales cycles, and other scenarios
- Level seven: Integrates and aligns the skills above into a cohesive discovery methodology
Most sales, presales, and customer-facing teams are operating at level two or three, with a few at level four—this leaves a lot of room for improvement!
And, as Cohan notes, “the vendor who is perceived by the prospect as doing a superior job in discovery is in a competitively advantageous position.”
Listening and following the exercises in Doing Discovery can transform individuals, teams, and organizations from undifferentiated sellers into high-performing practitioners who achieve their sales objectives while truly enabling buyers, resulting in mutually successful outcomes that endure.
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Designing for Growth
- A Design Thinking Tool Kit for Managers
- By: Jeanne Liedtka, Tim Ogilvie
- Narrated by: Nicol Zanzarella
- Length: 6 hrs and 35 mins
- Unabridged
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Jeanne Liedtka and Tim Ogilvie educate listeners on one of the hottest trends in business development: "design thinking", or the ability to turn abstract ideas into practical applications for maximal business growth. Jeanne Liedtka's recent book, The Catalyst: How YOU Can Lead Extraordinary Growth, was named a Top Innovation and Design Thinking Book by Business Week. Tim Ogilvie has been hailed as a visionary for his pioneering contributions to service innovation, business model innovation, and customer experience design.
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Audiobook requires regular book
- By GoingGoingGone... on 07-01-18
By: Jeanne Liedtka, and others
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Scale
- Seven Proven Principles to Grow Your Business and Get Your Life Back
- By: Jeff Hoffman, David Finkel
- Narrated by: David Finkel
- Length: 7 hrs and 14 mins
- Unabridged
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Business owners want growth but fear it will take over their lives. Surprisingly, the only way to truly grow your company is to reduce its reliance on you - to scale. Jeff Hoffman and David Finkel offer a blueprint to rapidly grow your business while also gaining more freedom. Based on their own experiences starting, scaling, and effectively exiting from multiple successful companies, they provide seven clear principles that will help you determine the best strategy for growth in your company.
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All stuff no fluff
- By Jonathan Bonanno on 05-25-21
By: Jeff Hoffman, and others
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Design Thinking in Business and IT: Overview, Techniques and Example Workshop
- By: Florian Heuer
- Narrated by: Bryan Stout
- Length: 1 hr and 4 mins
- Unabridged
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You might've talked about innovation with your IT department or software development agency lately and the words "design thinking" were surely mentioned. So what is it? Just another piece of business jargon to add to your arsenal or a useful tool? Or maybe even an overestimated hype? Nowadays every organization or business runs into a myriad of problems as business models become increasingly more complex. Globalization and advances in communication and technology, all add up to creating unique opportunities but also new challenges that are not easy to solve applying the old tested methods.
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Basic design thinking lesson
- By Preston on 04-09-16
By: Florian Heuer
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How Did That Happen?
- Holding People Accountable for Results the Positive, Principled Way
- By: Roger Connors, Tom Smith
- Narrated by: Lloyd James
- Length: 9 hrs and 53 mins
- Unabridged
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Drawing on case studies, many from client companies, the authors show how to establish clear expectations and manage the unmet expectations that inevitably occur. And they offer a positive, principled way that engages hearts and minds. This book can help people at every level---from senior executives to front-line workers---enjoy greater productivity, profitability, and job satisfaction.
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HELP - How Can I Get The Lost Hours Back ?
- By Mike on 09-23-09
By: Roger Connors, and others
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The High-Potential Leader
- How to Grow Fast, Take on New Responsibilities, and Make an Impact
- By: Ram Charan, Geri Willigan
- Narrated by: Bob Reed
- Length: 5 hrs and 48 mins
- Unabridged
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Companies need high potential leaders (Hi-Pos) more than ever before to help them adapt to today's tumultuous, digitally-driven business environment. If you meet the Hi-Po criteria, you're in high demand - and this book explains how to fast-track yourself.
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Good book for people wanting to climb the corporate ladder and for executives to accelerate high - potential leaders
- By Niel on 06-23-19
By: Ram Charan, and others
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Agile Selling
- Get Up to Speed Quickly in Today's Ever-Changing Sales World
- By: Jill Konrath
- Narrated by: Joyce Bean
- Length: 5 hrs and 14 mins
- Unabridged
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Powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. Their livelihoods depend on getting up to speed quickly; their bosses have no patience for delayed results
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Practical and insightful
- By Locke on 08-27-15
By: Jill Konrath
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Jobs to Be Done
- A Roadmap for Customer-Centered Innovation
- By: Stephen Wunker, David Farber, Jessica Wattman
- Narrated by: Tim Andres Pabon
- Length: 4 hrs and 52 mins
- Unabridged
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Jobs to Be Done gives you a clear-cut framework for thinking about your business, outlines a road map for discovering new markets, new products, and new services, and helps you generate creative opportunities to innovate your way to success.
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YouTube talks are better.
- By BizTech Readings on 12-27-16
By: Stephen Wunker, and others
What listeners say about Doing Discovery
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- Red
- 12-16-22
Easily top 3 for discovery!
I'm a Director of Sales Enablement and I think Peter does a great job outlining the core principles of discovery that are actionable today. I listened to it twice on Audible in 1 week. He really packed a lot of useful information in those (digital) pages. I love the seven levels of discovery. I think it helps people take an accurate assessment of their skill level. We are not as good as we think we are. Great work Peter!
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- Julien
- 01-13-23
So great to a book focused on discovery
I’ve worked in technical sales for years, and I think good discovery is one of the most underutilized, poorly practiced aspects of many sales processes. Meanwhile it is one of the biggest drivers of a successful sales org.
Peter does a great job breaking down what discovery is, what it isn’t, and providing detailed examples and frameworks of what good discovery looks like and how it can be implemented.
One of my favorite parts is when he says that qualification is not discovery. MEDD(P)IC and BANT is qualification, yet most people treat it as discovery and don’t go any further.
This book is well worth the read for anyone in technical sales, or any aspect of sales.
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