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Intriguing Insights into RFPs and Scripted Demos
“There are two winners in every deal: the person who wins the deal and the first person out of it.” – Patrick McLoughlin What’s
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AI Is Changing PROSPECT Expectations!
AI isn’t just impacting vendors; it’s also driving changes on the buyers’ side of the equation. For example, prospects today expect that vendors will
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What is Situational Fluency?
“Situational fluency is the ability to accurately read and adapt to a specific situation, including understanding and responding to the needs and preferences of those
What is Situational Fluency? Read More »
What Did You Learn…?
What did you learn yesterday? What are you learning today? What will you learn tomorrow? Want some tasty bitesize learning morsels? Sample our Blog
What Did You Learn…? Read More »
Type Two Fun and Storytelling
Of course, everyone knows the three types of fun: Type One Fun: It was fun while it was happening, and it is fun to
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Whose Value Numbers Are Most Believable?
Whose value numbers are most believable? The vendor’s numbers? Hardly! Industry numbers? Believable, but generally not sufficiently specific. Other similar customers? Much better… Your
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Using Storytelling in New and Unexpected Ways!
Storytelling is used today in many customer-facing interactions including introductory calls, discovery, demos, and in some tactical portions of those conversations, such as handling
Using Storytelling in New and Unexpected Ways! Read More »
An Abbreviated Cultural Translation Table
When shown a new software feature… An American will say, “Wow, that’s awesome!” A German will say, “Ja, well, it is adequate.” And
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“Walk You Through Our Demo?”
Why do people always offer to “walk” me through a demo of their software? Frankly, I’d prefer to run! “Walking” implies a long, detailed,
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Demonstration or Demolition?
There are only a few letters difference between a demonstration and demolition! Traditional approaches demolish demos by: Saving the best for last Showing how
Demonstration or Demolition? Read More »