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Podcast: 23 Nuggets from Doing Discovery – Technically Sold
I joined Julien Emery of Technically Sold and Superpanel for this 55-minute discussion about Doing Discovery. (Note: I am NOT responsible for the title ...
What Props or Visual Aids Have You Used in Your Demos?
Here is a terrific visual aid story that I saw in a face-to-face demo meeting: The vendor rep was discussing how their solution eliminated ...
7 Tips to Create Compelling Sales Presentations That Convert
Are you tired of giving sales presentations that don’t seem to grab your audience’s attention? Do you want to create presentations that convert and ...
ChatGPT Thoughts: When Does ChatGPT Become Sentient?
Reusing and remixing what has previously been written is a wonderful thing. It enables past ideas and practices to be summarized. As an experiment, ...
“Competitive Deals are Won Early, Not Late”
Very interesting conclusions from a study done by Gong a few years ago: “Competitive Deals are Won Early, Not Late” And “Competitive deals are ...
Overcoming Sales Objections – Why Many Sales Objections Shouldn’t NEED to Be Overcome
“Help me understand how to handle customer sales objections…” “My team needs to learn how to handle objections…” “We get lots of sales objections ...
Handling Objections: What Objections Do You Hear Most Frequently?
“Handling objections” is a frequently requested training topic from sales and presales managers for their teams. I’m curious: What objections do you hear most ...
In Doing Discovery and Delivering Demos, What’s an Expert?
I’ve heard numerous people identify themselves or others as “experts” in executing discovery and presenting demos, which makes me wonder: What’s a practical definition ...
The Three “Whys” and Discovery
In Chip and Dan Heath’s fabulous book Made to Stick, they describe using the “Three Whys” to uncover the emotional core of an idea. ...
Great Demo! Virtual Demos Best Practices
Want a Horror Story? I’ll give you a teaser: The punchline is, “Nope, I’m good…” I watch dozens of recorded virtual demos from my ...
Dos and Don’ts of an Excellent Software Demo
Sales demos are a powerful way to communicate the value of your product or service to clients, prospects, and customers. The key is to ...
How to Give Better Software Demonstrations
The software demonstration is the moment of truth. It’s when you show the customer what their life will be like with your product, and ...
The Significant Failure of Traditional Demos in Modern Selling
While this information does not signal the demise of the seller’s role, it does require that we use more advanced and effective mechanisms to influence ...
Demo Pitfalls #293: “Remember when I showed you…?”
When presenting a demo, if you say, “Remember when I showed you…?” It is unlikely that your prospect will remember! Why? The National Training ...
Upcoming Great Demo! Demonstration Skills Public Workshops
Sharpen your saw for the Winter Spring, and beyond! Public Workshops are perfect for individuals or small teams: Our next EMEA Great Demo! Demonstration ...
Embrace Vuja De!
Did you ever have that strange feeling that none of this has ever happened before? Embrace that feeling!
What’s Your Discovery-to-Demo Ratio?
Do you track your Discovery-to-Demo Ratio? You should!
What If You Can’t Get Your Prospect’s Value Numbers in Your Discovery Conversations?
I urge sales and presales folks to uncover tangible measurements of value in their discovery calls with prospects. But what if you can’t get specific ...
2 Enlightening (and Frightening) Sales Stats
The Brevet Group compiled some delightful observations in their “21 Mind-Blowing Sales Stats” post. Numbers 14 and 15 are particularly interesting...
What’s “Better”?
I suspect that today’s buyers for complex solutions care less about “whose product is better” and more about “who would you prefer to do business ...
Top Twelve 2022 Great Demo! & Doing Discovery Posts
ere are the top twelve Great Demo! & Doing Discovery posts from 2022 chosen by you, discerning audience. Enjoy!
Demo Tip: Curing Zippy Mouse Syndrome
Do you suffer from Zippy Mouse Syndrome? Here are the symptoms...
Storytelling in Demos: The Hero’s Journey in 60 Seconds…!
Nearly all sales and presales folks want to improve their storytelling skills in demos and discovery conversations. Here’s one simple approach: present a hero’s journey ...
2022 SE Trends Series Interview
Natasja Bax, Great Demo! EMEA Partner, joined Navattic for Episode 6 of the 2022 SE Trends Series. They discussed:
Webinar Recording: Discovery on the Fly? Some Plane Thinking
The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the “Book a Demo” ...
Prospects Say “No” But Vendors Don’t Listen…
Fundamentally, people don’t like to say “no” to other people. They are often uncomfortable expressing their true feelings. We see this play out in sales ...
Doing Discovery: Be Curious!
One of the best ways to be perceived as authentic and natural is to be genuinely curious when doing discovery...