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Expanding Your Thinking?
Do you only read posts that you agree with, or do you challenge yourself with posts that test and expand your thinking? It’s tough ...
Watching a Typical Live Demo Is Like…
As a prospect, watching a typical live demo is like… Watching paint dry (and just as exciting!) Being fed food you don’t want and ...
Presales Metrics – What to Measure and Why?
Your workdays may be full of activity, but the metrics you choose can determine if your activities are effective, productive, and meaningful! What’s in ...
What’s the Fastest Way to Infuriate a Prospect Executive?
Be LATE for a meeting that YOU scheduled with them! Remember: Being early is on time; Being on time is late; And being late ...
Precision vs Accuracy in Demos
What’s the difference between precision and accuracy – and how does this relate to demos? “Accuracy is how close a given set of measurements ...
Unique?
Every person believes that they are unique and, of course, they are. Similarly, prospect organizations also see themselves as unique. This offers a key ...
Demos, Discovery, and AI: Fireside Chat Recording
Great weekend listening: We unpacked a lot in this 47-minute conversation! Minutes:Seconds 00:30 Welcome and background 02:15 How and why Fahad founded PuppyDog.io – ...
Is Di an Element?
Yes! Doing discovery is the single most important element of software sales and buyer enablement processes! And here’s where you’ll find why, what, and ...
Doing Discovery with Your Prospects’ Executives
“Get to the point…!” – Nearly Every Executive Exasperated by Traditional Salespeople What’s in This Article for You? A Real-life Story Another Real-life Story ...
Automated Demos Leveraging AI: Webinar Tomorrow
I’ll be joining the fine folks at PuppyDog.io for this exploration of proven practices and cutting-edge technology: Wednesday November 13 at 9:00 AM Pacific ...
Creating Demos That Sell: Leveraging AI to Win Over Customers
I’ll be joining the fine folks at PuppyDog.io for this exploration of proven practices and cutting-edge technology: Wednesday November 13 at 9:00 AM Pacific ...
What Can Demos Learn from Music?
Listen to one of your favorite songs… What do you hear? Loud sections vary with soft passages, swelling and diminishing, cymbal crashes and silence… ...
Make EVERY customer a reference customer!
Make EVERY customer a reference customer!
Doing Discovery Tip: Relationship Building
One of our objectives in discovery is to build trust with our prospects. A simple and effective method is to find common ground – ...
Uncovering “pain” is NOT ENOUGH!
45% of all SaaS sales opportunities end as “No Decision” outcomes. That’s nearly HALF of the opportunities you pursue! Would you like some of ...
Storytelling Umami!
What makes a good story great? Your story might include the key storytelling elements and yet still not be compelling. Why? It lacks storytelling ...
Forgotten vs Verbatim: A Storytelling Superpower!
Describe a key capability to a prospect as a “fact” or feature and it is often quickly forgotten. Use a compelling analogy or metaphor ...
The Myth of the Informed Buyer
“They don’t know what they don’t know…!” Analysts observe that buyers have often completed 67% of their buying journey before engaging with live sellers. ...
Flip the Script on Your Internal Demo Training?
“It’s easier to learn than unlearn…!” Imagine you’ve just hired a new group of presales folks, or you are running an internal presales academy… ...
What Is Incremental Discovery?
It’s been a while, and you realize it’s time to check-in with an existing prospect or customer. You ask, “What’s changed since we last ...
Discovery and the Visible Spectrum: What Do You See?
Imagine it is sunset… Beautiful colors ranging from brilliant oranges to deep violets: An entire spectrum! Or is it? Nope! We humans see only ...
Ranging Probes – A Novel Discovery Probing Technique!
When doing discovery, Ranging Probes are a wonderful solution when dealing with “squishy” information or situations where your prospect’s answers might span a spectrum. ...
Signed Copies for Your Kickoff?
Sure! As you plan your 2025 sales kickoff or similar events, contemplate the impact of the team receiving signed copies of Great Demo! or ...
A “Thank You for Your Time” Alternative
Many vendors offer the phrase, “Thank you for your time…” when starting or completing a meeting with a prospect, often adding “I know your ...
The Single Biggest Problem with Communication…
“The single biggest problem with communication is the illusion that it has taken place.” – George Bernard Shaw
Engaging the Five Senses in Your Demos
Alex, the presales team member, began the demo by carrying a large stack of paper into the room, walked to the front and dropped ...
What’s the Difference Between Empathy and Sympathy?
Nearly everyone today talks about the importance of empathy: Showing empathy in sales calls, being empathic in discovery conversations, and even “leveraging empathy to ...