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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
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Pilots, Vendors, and Discovery
Pilots are directed to consume “all available” weather information prior to making a go/no go (flying) decision. Vendors should have the same requirement prior
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The Role of Sales in Great Demos – Part 3
Today we finish our Goldilocks story with the second half of “just right!” Delivering demos should be perceived as a “team sport” when two
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The Role of Sales in Great Demos – Part 2
Yesterday’s post was the first half of a Goldilocks story: Too little, too much. Today we enjoy “just right!” Salespeople have a specific
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The Role of Sales in Great Demos – Part 1
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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Qualification vs Discovery: What’s the Difference?
Qualification is done for the vendor’s benefit only; Discovery is done for the benefit of both parties. Qualification is about establishing boundaries; Discovery
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What Does Superior Discovery Deliver?
Vendors who perform superior discovery enjoy… With Prospects: Timely Decisions Precise Demos Better Product Fit Closing Doors to Competitors Positive Differentiation Accurate Proposals Expanded
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