Peter Cohan
Author of Doing Discovery and sales consultant focused on transforming how sales teams conduct discovery to uncover quantifiable customer value and drive better B2B SaaS outcomes.
Top 3 podcasts with Peter Cohan
Ranked by the Snipd community
Feb 21, 2025 • 34min
Ep. 155 - You’re Probably Doing Discovery Wrong—And It’s Costing You Deals
Peter Cohan, author of 'Doing Discovery', dives into the pitfalls of traditional discovery methods in B2B SaaS sales. He reveals that 80% of sales teams struggle with discovery, leading to stalled deals. Rushing to demos without quantifying customer pain is a major mistake. Cohan emphasizes turning discovery into a collaborative conversation, introducing the concept of vision reengineering to educate buyers without overwhelming them. He also shares strategies for effective role plays and the importance of understanding the buying process.
Feb 29, 2024 • 33min
Guest: Peter Cohan | Discovery Closes Deals | Doing Discovery
Join demo jockeys Jack and Adam as they interview Peter Cohan on mastering discovery for successful sales. They discuss empowering buyers, removing sales friction, and share book recommendations. Stay tuned for upcoming story-driven book discussions and changes in podcast format.
Sep 5, 2023 • 38min
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.
