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Four Stages of Competence in Discovery
Where are you and your team? For example, are you aware of and apply the following skills? Ranging Probes Expansion Questions Biased Questions Provocative
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Presales: What’s Your Cultural Ecotone?
“An ecotone is a transition area between two biological communities, where two communities meet and integrate.“ Picture this: A pelican crashes into the ocean
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Presales Rising Star?
Whether you are in your first month, first year, or first decade, if you are pursuing best practices or establishing new ones you are
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Buying It Back: Some Good News!
“What they don’t see won’t hurt you!” There’s a remarkable difference between software and physical products: In software demos, unwanted or unnecessary features can
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Are You Buying It Back? An Analogy!
You are in a restaurant and ask for a glass of wine. Your waiter brings the glass and a full bottle of wine to
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How Do You Know When You’re Buying It Back?
If you’ve ever heard these objections, you were probably Buying It Back: “We don’t want the Cadillac; we just need a Chevy!” “It’s way
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Are You Buying It Back?
“We’re gonna need a big discount…” declared the prospect. “What? Why?” reacted the salesperson, clearly surprised. “In the demo, you showed us a lot
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The Role of Sales in Great Demos
Regarding the role of sales in demos, here’s what NOT to do: Nothing. Way too much. Far too many salespeople contribute far too little
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The Man Who Does Not Read Good Books…
“The man who does not read good books has no advantage over the man who cannot read them.” — Mark Twain
The Man Who Does Not Read Good Books… Read More »