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Eat Your Own Dog Food?
I frequently hear “We eat our own dog food” from software vendors and, while it’ a good thing that they use their own product, ...
One of the Best Worst Demos Ever: Rockwell’s Retro Encabulator!
If you haven’t seen this before, note how long it takes before you… well, you’ll see! If you have seen it before, enjoy it ...
Some Great Lessons in Storytelling
“Truth Is the Arrow, Mercy Is the Bow: A DIY Manual for the Construction of Stories” by Steve Almond is an intriguing and occasionally ...
“Tell Show Tell” Risks!
Many people in sales and presales have been taught to “Tell Show Tell” when demonstrating their software. It’s a good approach, but you need ...
As a Prospect, Suffering Through a Typical Discovery Call Is Like…
Filling out a paper intake form at a hospital while you are bleeding profusely and in pain! Taking your ailing auto to a bad ...
Closed?
Why is it called “closed” if it’s supposed to be the opening of a long customer relationship?
This Is NOT Enough!
The majority of “discovery” calls that I’ve heard look and sound something like this: 0:00 Intro (generally only about the vendor reps) 0:03 “Rapport ...
Four Great Quotes
“Prospects are perishable – handle with care.” – Zig Ziglar “Never miss a good chance to shut up.” – Will Rogers “Character ...
Presales and Sales Skills: Five Questions that Need to Be Answered!
Why? Why is this skill important? What? What is the skill? How? How do you apply it? When? When do you apply it and ...
Seven Levels of Discovery Skills: What’s YOUR Level of Practice?
Level 1: Uncovers statements of pain Level 2: Uncovers pain and explores more deeply Level 3: Uncovers pain, explores deeply, broadens the pain and ...
I’m Curious About Curiosity…! What Makes Us Curious and Why?
A certain level of curiosity must be evolutionarily advantageous. It certainly aids in doing discovery! Daniel Berlyne’s research on curiosity might offer some clues: ...
What Does Insufficient Discovery Cause?
Here’s the short list! Delayed Decisions No Decisions Unwarranted Discounting “Buying It Back” Slowed Sales Cycles Wasted Sales Cycles Harbor Tour Demos Stunningly Awful ...
How Can You Avoid Discovery Becoming an Interrogation?
“…And where were you the night of November 15, 2024…?!” In discovery, too many one-way questions can feel like an interrogation or inquisition. And ...
How Is Doing Discovery Like the Parable of the Blind Men and the Elephant?
Here’s that story: A group of blind men heard that a strange animal, called an elephant, had been brought to the town, but none ...
Ten Levels of Demo Skills: What’s Your Level of Practice?
Level 1: Follows the standard demo script Level 2: Customizes based on the prospect’s market/industry Level 3: Customizes based on the ...
SKO Swipes: Sales Leaders LOVE These!
“Now this is different…!” I thought. I was sitting in the back of the room at my customer’s sales kickoff meeting and noted that ...
The Gruesome Anatomy of a Typical One-Hour Web Overview Demonstration
A True Story “What’s he doing?” whispered my colleague in my ear… I was a third party joining a demo presented by a partner ...
Did You Just Suffer This? An End of the Quarter Dialog…
It was December 27, and I was working in my office when the phone rang. I picked it up and said “Good morning…” The ...
Curiously Intriguing Thoughts for 2025 (and Beyond)!
Do the Last Thing First! 42% of all statistics are made up… Improvement is an evergreen process! Avoid Buying It Back! Secure the order ...
Premature Elaboration: A Curable Disease!
Symptoms: Presenting “solutions” without sufficient discovery Pre-answering questions that the vendor hears frequently (but weren’t asked by this prospect) Prescription: Do discovery before presenting ...
Critical Dates – Prevent Prospect Procrastination
“Your prospect’s Critical Date is not your end of quarter…!” Vendor sales teams at the end of every quarter and especially at the end ...
Congrats You Just Gave a Horrible Demo!
Excellent and amusing summary of key Great Demo! ideas in a 39-minute podcast! https://digitalwildcatters.com/podcasts/what-the-funk/ Type “Cohan” in the search box and choose episode 13 ...
Hey Presales and Sales! Which of These Don’t You Know But Should?
Test yourself! Do you know: What are Expansion Questions? What are Ranging Probes? What are Biased Questions? What is quid pro quo in discovery? ...
Is Mirroring Authentic?
Many coaches/experts encourage us to use mirroring as a method of building rapport in our meetings with prospects and customers. It is also generally ...
Situation Slides: A Swiss Army Knife for Sales and Presales
“Let’s see,” I wondered, “What are the various tools on my travel Swiss Army Knife?” Large blade (extremely sharp) Small blade (also extremely sharp) ...
“Recently, I Stumbled upon a True Gem…”
“I’ve read over 30 sales and management books—Gap Selling, Sandler, Challenger, MEDDPICC at Infobip—and every abbreviation in between. But recently, I stumbled upon a ...
How Much Discovery Is Enough?
Is it… A qualified lead? Ten questions? Twenty questions? Fifty questions? A longer list of questions? One hour per person? A clear definition of ...