“Competitive Deals are Won Early, Not Late”
Very interesting conclusions from a study done by Gong a few years ago: “Competitive Deals are Won Early, Not Late” And “Competitive deals are …
Overcoming Sales Objections – Why Many Sales Objections Shouldn’t NEED to Be Overcome
“Help me understand how to handle customer sales objections…” “My team needs to learn how to handle objections…” “We get lots of sales objections …
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Handling Objections: What Objections Do You Hear Most Frequently?
“Handling objections” is a frequently requested training topic from sales and presales managers for their teams. I’m curious: What objections do you hear most …
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In Doing Discovery and Delivering Demos, What’s an Expert?
I’ve heard numerous people identify themselves or others as “experts” in executing discovery and presenting demos, which makes me wonder: What’s a practical definition …
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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!
