客户经理的白金课程 SaaS 探索大师班 2.0
- Intro
- 01 Why Discovery is a Threshold Skill
- 02 Quickstart Formula
- Intro- Why You're Here Today
- Module 1
- 01 Can You Pass the 'No Logo' Test
- 02 How To Set The Rules of Engagement and Win
- 03 Roleplay Demonstration of ROE
- 04 Review of ROE and Exercise
- 05 Inbound v Outound Discovery
- 06 The 'Go Back In Time' Technique
- 07 Exercise - Write Your Go Back In Time Questions
- 08 Context-Led questions
- 09 The Discovery Prompter
- 10 - Business Pain that MONEY Follows
- 11 - How to Turn Little Dollars into Big Dollars
- 12 - Validate the Business Problem
- Module 2
- 01 Getting Clear on Root Causes vs Business Problems
- 02 Summarize and Transition
- 03 How and Why to Ask OPEN Diagnostic Questions
- 04 Targeted Diagnostic Questions
- 05 Exercise Craft Your Own Targeted Questions
- 06 WARNING- Cause Analysis Can Happen Backwards
- Module 3
- 01 The What and Why of Building Negative Impact
- 02 Summarize and Transition (yes, again)
- 03 Quantify Pain and Build the Cost of Inaction
- 04 Open Negative Impact
- 05 Targeted Negative Impact
- 06 Recap and Three Warnings
- Module 4
- 01 The What and Why of Future State
- 02 What Exactly is Buying Criteria
- 03 What do you think you need
- 04 Targeted Solution Questions
- 05 Conclusion and What to Do Next
- Bonus Resources
- BONUS- Eliminate friction with the discovery prompter