Episode 70 - Peter Cohan - Digging into discovery

Peter Cohan, an expert in discovery, joins the hosts to discuss the importance of effective discovery in the vendor-prospect relationship. They explore different opinions on disco demos and the role of trust in determining when enough discovery has been done. They also talk about the purposeful use of disco demos in highly transactional sales projects and highlight the significance of knowing and monitoring key performance indicators (KPIs) in pre-sales.