Discussion with Peter Cohan, Author of Doing Discovery

Peter Cohan has helped hundreds of software companies improve pipeline conversion rates through improved discovery and demos. He is the author of Doing Discovery, Great Demo, and the founder of Great Demo.

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In this episode of Technically Sold I talk with Peter about:

• the negative impact of poor discovery,
• the key challenges to doing discovery well,
• how to assess your organization's discovery health,
• the fact that most companies are "Unconsciously Incompetent" at discovery,
• how qualification is NOT the same thing as discovery, and
• the myth of the informed prospect.

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You can listen to the episode here.

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