EN 
ES 
Demo No No: “I’m not listening…!”
In a demo, clicking or changing screens while the prospect is talking indicates “I’m not listening…!” Just saw this and realized how rude
Demo No No: “I’m not listening…!” Read More »
The Reverse Demo: A Fabulous Discovery Method!
“Before I demo to you, why don’t you demo to me?” If you are looking to displace an existing system (either a competitor or
The Reverse Demo: A Fabulous Discovery Method! Read More »
How to AVOID Discovery Feeling Like an Interrogation
“A conversation is a dialogue, not a monologue.” – Truman Capote Discovery should be perceived by your prospects as a two-way conversation, where both parties
How to AVOID Discovery Feeling Like an Interrogation Read More »
Cooks, Chefs, Discovery and Demos
Are You a Cook or a Chef? Insights into Personal Growth With respect to doing discovery and delivering demos, are you a cook or
Cooks, Chefs, Discovery and Demos Read More »
The Gruesome Anatomy of a One-Hour Overview Demo
Warning! Gruesome content ahead! Here’s the rough but strangely consistent timeline for far-too-many overview demos: 00:00: Fumbling with Zoom/Teams/Google Meet 00:04: Introductions, but one-sided
The Gruesome Anatomy of a One-Hour Overview Demo Read More »
Overview Demo? A True Story
“What’s he doing?” – Whispered my colleague in my ear I was a third party joining a demo presented by a partner vendor
Overview Demo? A True Story Read More »
A Story a Day – A Rewarding Strategy!
What a great idea… A colleague shared his intriguing strategy for consuming Suspending Disbelief: A Collection of Sales, Presales, and Marketing Stories (and Lessons
A Story a Day – A Rewarding Strategy! Read More »
THIS Is a Good Discovery Call!
(Compare this one with the poor discovery call posted previously.) But before you read further, examine the Gong recording – the call was ~55
THIS Is a Good Discovery Call! Read More »
Is THIS a Good Discovery Call?
You decide…! But before you read further, examine the Gong recording – the call was ~45 minutes long. What do you detect? First, the
Is THIS a Good Discovery Call? Read More »
DISCOVERY Skills Assessment Time!
Where are YOU with the seven levels of discovery skills? Level 1: Uncovers statements of pain Level 2: Uncovers pain and explores more deeply Level
DISCOVERY Skills Assessment Time! Read More »