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Doing Discovery
- The Single Most Important Element of Software Sales and Buyer Enablement Processes
- Narrado por: Rich Miller
- Duración: 10 h y 45 m
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Resumen del Editor
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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Historia
Hi, I’m Wes Bush, founder of the Product-Led Institute. And in Product-Led Growth, I show you how you can cut your acquisition costs and scale further than you ever thought possible...by making your product the tool that helps you acquire, convert, and retain customers. But what does it mean to be "product-led"? How do you know if a product-led growth strategy makes sense for your business? And most importantly, how do you execute it? You’ll find answers to all of these questions inside this audiobook.
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A must read!
- De marianella en 12-01-20
De: Wes Bush
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T2D3
- How Some Software Startups Scale, Where Many Fail
- De: Stijn Hendrikse, Mike Northfield
- Narrado por: Derek Dysart
- Duración: 9 h y 5 m
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T2D3 is the playbook that B2B software companies use to get to $100 million in annual recurring revenue (ARR). Every investor wants to hit the next "unicorn", but reaching that coveted $1B valuation in five years is challenging—and rare. Tripling your annual revenue for two years in a row only to double it three more years after that to reach $100M ARR doesn't happen by chance. Companies that follow this growth pattern share similar journeys that form the basis for this book.
De: Stijn Hendrikse, y otros
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Software Development Pearls
- Lessons from Fifty Years of Software Experience
- De: Karl Wiegers
- Narrado por: Amy Gordon
- Duración: 10 h y 49 m
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You can't afford to make every mistake yourself! Software Development Pearls helps you improve faster and bypass much of the pain by learning from others who have already climbed the learning curve. Drawing on 25-plus years of helping software teams succeed, Karl Wiegers has crystallized 60 concise, practical lessons for all your projects, regardless of your role, industry, technology, or methodology.
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Great book.I loved it.I got to listen to it again
- De Jack W. Ferry en 06-11-24
De: Karl Wiegers
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Database Internals
- A Deep Dive into How Distributed Data Systems Work, 1st Edition
- De: Alex Petrov
- Narrado por: Mike Chamberlain
- Duración: 12 h y 51 m
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When it comes to choosing, using, and maintaining a database, understanding its internals is essential. But with so many distributed databases and tools available today, it's often difficult to understand what each one offers. With this practical guide, Alex Petrov guides developers through the concepts behind modern database and storage engine internals.
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I can't believe this exists as an audiobook.
- De Michael Marcin en 12-18-23
De: Alex Petrov
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Questions That Sell
- The Powerful Process for Discovering What Your Customer Really Wants, Second Edition
- De: Paul Cherry
- Narrado por: Patrick Lawlor
- Duración: 8 h y 14 m
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As a salesperson your product knowledge is extensive, but that's not enough. If you fail to ask the right questions - the ones that uncover a customer's real needs - you will never close the deal. Questions that Sell reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price - and increase your success rate as a result.
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Interesting for a novice
- De GH en 01-22-18
De: Paul Cherry
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AI and Machine Learning for Coders
- A Programmer's Guide to Artificial Intelligence
- De: Laurence Moroney
- Narrado por: Timothy Howard Jackson
- Duración: 9 h y 17 m
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If you're looking to make a career move from programmer to AI specialist, this is the ideal place to start. Based on Laurence Moroney's extremely successful AI courses, this introductory book provides a hands-on, code-first approach to help you build confidence while you learn key topics.
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Perfect introduction to machine, learning, and artificial intelligence for any programmer!
- De Luc en 08-11-23
De: Laurence Moroney
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Fanatical Prospecting
- The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email and Cold Calling
- De: Jeb Blount, Mike Weinberg - foreword
- Narrado por: Jeb Blount, Jeremy Arthur
- Duración: 8 h y 21 m
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Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
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One of the best books on Sales!
- De Kathleen Fitzpatrick en 09-04-23
De: Jeb Blount, y otros
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How to Get Paid for What You Know
- Turning Your Knowledge, Passion, and Experience into an Online Income Stream in Your Spare Time
- De: Graham Cochrane
- Narrado por: Graham Cochrane
- Duración: 6 h y 12 m
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Your knowledge, passions, and skills can be transformed into a lucrative income stream that requires no college degree, zero employees, and less than $50 to get started. Whether it takes shape as a full-fledged business, a side hustle, or automated earnings is up to you!
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Real Disapointment
- De KCP en 05-31-22
De: Graham Cochrane
Lo que los oyentes dicen sobre Doing Discovery
Calificaciones medias de los clientesReseñas - Selecciona las pestañas a continuación para cambiar el origen de las reseñas.
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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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