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Origins of The Menu Approach: A Demo Survival Success Story
Origins of The Menu Approach: A Demo Survival Success Story A Never Stop Learning! Article “It’s a huge opportunity…” – Inexperienced salespeople everywhere! ...
Face-to-Face Demo? Break Up the “We/They” Seating!
When you have multiple players from your team and the prospect’s team in the room, instead of taking seats with your team on one ...
Do You Track How Much Discovery Is Done?
Are you? Can you? Should you? What would you learn if you do track it? What are you missing if you don’t? Recommendation: At ...
Are You at the Top of Your Game?
I pity customer-facing folks who perceive themselves as “at the top of their game.” Why? Because that means there is only one direction they ...
No Decisions: It’s not simply “the elephant in the room”, it’s an entire herd of elephants!
Gartner and others estimate that on average 45% of all forecasted sales opportunities end in a No Decision outcome. That’s an enormous consumption of ...
“I’m not everybody…”
“I’m not everybody…” That’s what a prospect senior manager said when responding to the vendor’s comment that “Everybody likes this feature…” during a demo. ...
Doing a Great Demo! or Doing Discovery Book Club? Here’s an author offer!
I’d be happy to join a session with your team to answer questions or discuss examples. Please let me know if you are interested ...
Assessing Discovery Skill Levels – How Do You Rate?
Assessing Discovery Skill Levels – How Do You Rate? A Never Stop Learning! Article “80% of my team believes they do a good job ...
A Masterpiece of Modern Presales Wisdom
A Masterpiece of Modern Presales Wisdom: Peter Cohan’s “Great Demo!” Third Edition Reviewed in Germany on 15 November 2023 I always thought the second ...
A Few Great Demo! Haiku
Make all your demos Virtual or face-to-face A conversation! And in all cases Proven success is when you Do the Last Thing First! ...
Great Demo! or Doing Discovery – Which to Read First?
Many people have asked, “What’s the best way to consume these books? Which should be first?” Here’s a recommended reading plan: A combo approach! ...
We Are Programmed to Forget – And How That Impacts Our Demos
What’s in This Article for You? How our brains process inputs What is forgotten vs remembered in traditional demos Three tactics to improve retention ...
A Novel Approach to Qualification
“Every system is perfectly designed to get the results it gets…” W. Edwards Deming Most current qualification processes are perfectly designed to protect valuable ...
A Twist on Establishing Rapport
I’ve been experimenting with “establishing rapport” in discovery calls and believe I’ve uncovered a more effective approach… Traditionally, vendors seek to establish rapport in ...
What Is a Compelling Image Worth in a Demo?
Multiple Choice: A) One compelling software screen, properly presented, is worth 1000 words. B) One compelling software screen, properly presented, is worth 1000 mouse ...
Doing Discovery Is as Simple as ABC
(No, not Always Be Closing…!) ABC = Always Be Curious! Being genuinely curious turns discovery sessions from inquisitions and interrogations into comfortable, bidirectional conversations. ...
Dimensions of Discovery – Webinar Recording Available Now
Does one size of discovery fit all prospects? Nope! A surprising number of dimensions impact your discovery effectiveness, beginning with your very first contact ...
What Should Purple Cows and Demos Have in Common?
(What makes your demos remarkable?) In 2003, Seth Godin published “Purple Cow: Transform Your Business by Being Remarkable” which urged organizations to make and ...
How Does the Anchoring Effect Impact Demos?
You are all aware of the Anchoring Effect, of course… But does the Anchoring Effect also apply to images and other entities in addition ...
“This book is the book I never knew I needed to read!”
“This book is the book I never knew I needed to read!” – Adam Freeman Great reading over the holidays (any holidays!). Doing Discovery!
Managing Questions and “Reciprocal Inquiry”
How many times have we heard a prospect ask, “Can your software do X?” and the vendor responds “Absolutely! Let me show you how ...
Discovery and Demos Across the Technology Adoption Curve – Part 2: Encountering the Edge
Discovery and Demos Across the Technology Adoption Curve – Part 2 Encountering the Edge Or Why Don’t They Get It? (A Never Stop Learning! ...
Doing Discovery Edizione Italiana – Doing Discovery Italian Edition
I am absolutely delighted to announce the availability of Doing Discovery in Italian! Many thanks to Giorgio Gnoli who performed the translation. You can ...
The Duck Test: The Curse of Expectation Bias in Discovery and Demos
If it looks like a duck, swims like a duck, and quacks like a duck, then it must be a duck, right? Nope. It ...
Discovery and Demos Across the Technology Adoption Curve: How to Avoid Crashing into the Chasm
Discovery and Demos Across the Technology Adoption Curve or How to Avoid Crashing into the Chasm (A Never Stop Learning! Article) What’s in ...
What Is Uncontrolled Vocabulary?
“And we offer the highest degree of allowlisting,” said the sales rep. There were blank looks from the majority of the prospect players in ...
Demos: Puzzles or Mysteries?
What’s the difference between a mystery and a puzzle, with respect to demos? With a puzzle, the more information you have, the closer you ...