Mastering Discovery: The Key to Successful Sales Conversations

Join your cohosts Jack Cochran and Adam DiTomasso as we talk about everything related to presales and our lives as demo jockeys.

This month's book is Doing Discovery by Peter Cohan, who joins us for this episode!

Peter Cohan is the founder and principal of The Second Derivative and the author of the Great Demo! and Doing Discovery methodologies, focused on helping software organizations improve their presales, sales and marketing results – primarily through improving organizations’ demonstrations and discovery skills. He has experience as an individual contributor, manager and senior management in marketing, sales, business development, and as a member of the C-suite. He has also been and continues to be a prospect and a customer. 

Mentioned during the episode: Blog post on how to read Great Demo! and Doing Discovery together

We have a community: Demo Jockey Slack Community! We will soon be opening up the backstage for you to listen and engage LIVE with us during our recording sessions. Check the Slack for more details.

Be sure to check out https://demojockeys.com/ for our full list of past and upcoming books, previous episodes, and more.

Next month's book is Stories that Stick by Kindra Hall.

Music: Iron Pan and The Wu Town Shuffle by Mr. Lincoln