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 …
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 …
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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 …
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Embrace Vuja De!
Did you ever have that strange feeling that none of this has ever happened before? Embrace that feeling!
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 numbers from them, for whatever reason?
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 with?” What are you doing to become the preferred vendor?
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!