The way some companies approach a presentation or demonstration sounds a bit like a bad date, the line goes, "Enough about me, let's talk about you… what do you think about me?"
We all know the importance of Discovery, there is an entire chapter in “Demonstrating to Win!” dedicated to the subject. In Bob Riefstahl’s and Dan Conway’s new book Rule of 24: The Future of B2B Client Engagement, I searched the term “Discovery” and there were 155 instances. Why? Because a good discovery sets up your team to be able to align your solution to your client needs and deliver a targeted demo or sales presentation. Most tech sellers will agree it’s an important step in the sales process. Here’s the problem: prospects, customers, sales reps, technical reps, client success, everyone... are getting discovery fatigue.
It’s difficult to find a more effective meeting than one that has been through the bookending process. And though that may sound uber literary in nature, I assure you that is really more of a time management and preparation trick that will save you valuable time and effort in the long run. To put it more simply, these are your “before” and “after” meetings.