Rosss Favorite 2WIN! Moment
Discovery In London

 Ross Jacobsen
2WIN!® Global Principal
My Favorite 2WIN! Moment

The interesting thing about Discovery2WIN!™ is how it fills a hole in the training available for software pre-sales professionals.  There are specialized programs for sales and plenty of degrees for technical people, but how does a system engineer or pre-sales person really prepare for their occupation? 

This was brought home to me in a workshop I taught in London recently.  It was with a great group of people with a very wide range of backgrounds  In the morning session we go around the room to learn about experience levels and background.  In this workshop there was one woman that had come from the training department and had only been in pre-sales for a couple of months.  Training or consulting services is a typical path to pre-sales. 

As is often the case, this woman had received no formal or even informal instruction in how to do the job.  She simply stepped into the role.  As we were going through the instruction for that day she asked a lot of questions and took a lot of notes.  At the end of the day, I asked several of the participants to tell me what they had learned during the day.  I received several good responses – the importance of planning the questions you will ask in a discovery, the focus on uncovering value, etc.  I was very curious as to what this woman would say so I made sure to call on her after hearing from several others. 

She glanced down at her notes and started to reply.  Then she stopped and looked down at her notes a little more seriously.  She looked around at her classmates, then up at me and said, “I learned I’ve been doing everything all wrong!”  She wasn’t doing it all wrong, of course.  She was simply doing it the only way she knew how.  That’s the beauty of Discovery2WIN!.  It represents the very best experiences of our collective backgrounds, providing one of the few places where system engineers and pre-sales people can go to hone their craft on one of the important parts of the sales cycle.

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