Julien
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Doing Discovery
- The Single Most Important Element of Software Sales and Buyer Enablement Processes
- De: Peter Cohan
- Narrado por: Rich Miller
- Duración: 10 h y 45 m
- Versión completa
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General4.5 out of 5 stars 7
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Narración:4.5 out of 5 stars 6
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Historia5 out of 5 stars 6
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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5 out of 5 stars
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So great to a book focused on discovery
- De Julien en 01-13-23
- Doing Discovery
- The Single Most Important Element of Software Sales and Buyer Enablement Processes
- De: Peter Cohan
- Narrado por: Rich Miller
So great to a book focused on discovery
Revisado: 01-13-23
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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