Description

During this episode of The Convenience Economy, Peter expounds on two things that are vital in achieving, "The Great Demo!". One is awareness. Often times, vendors have capabilities that the prospects have never heard of, or don't even know exist. The second is context, which can be determined with strong discovery skills. In the absence of sufficient discovery, it is impossible to perform terrific demos. So it's often discovery skills that are the fundamental skill set that needs to be improved for a successful demo.

Paul points out that discovery has been changing over the past 10 years - from simply asking questions and collecting facts to guiding the conversation to help the prospect think about what is possible. 

So how can you achieve proper discovery? Through questions.  Specifically, here are Peter's  three steps in discovery: 

1. The first step in discovery is to is to understand the problem space. 
2. The second step is to understand the prospects current vision of a solution. 
3. The third step is to teach and help people understand how to probe that vision of the solution, the prospects vision, and expand it and rework it. If you re-engineer their vision with a bias towards the capabilities 

 20 years ago it was unheard of for companies to develop their employees in presales. Instead, they were put into sales methodology training with the sales folks, and that was it. Now, people realize that there are skill sets having to do with discovery and The Second Derivative - The Great Demo! is able to help you accomplish that.