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SaaS Backwards Episode 155 – You’re Probably Doing Discovery Wrong—And It’s Costing You Deals
“Most sales teams think they’re great at discovery. The reality? About 80% are getting it wrong—and it’s the single biggest reason why deals stall,
Cool New Tool!
From the vendor: “Spotlight.ai is an Autonomous Deal Execution platform revolutionizing enterprise sales. We help sales teams win more deals by transforming how opportunities are autonomously
Debilitating Demo Diseases – Conjunctionitis
Symptoms: Chronic overuse of “and” and “or” in demos. Examples: “…and the next thing I want to show you is…” “…and another really cool
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Which of These Discovery Skills DON’T You Know?
Starting Discovery Summarizing and Summaries The Curse of Knowledge Executives Enabling Your Champion Groups Versus Individuals Communication Within Your Team Overactive Listening Burn Victims
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Price, Price Range, and the Anchoring Effect
Of course you are all familiar with the Anchoring Effect and use it to your advantage. Here’s an interesting twist: Offering a price range
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A Perfect Demo Environment
Have you ever said or heard: “Sorry, I don’t have an example like that in our demo system…” “No, we can’t show that workflow
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What Happens If You Train an AI Engine with…?
What happens if you train an AI engine with poor data? You get Artificial Ignorance! What happens if you train an AI engine
What Happens If You Train an AI Engine with…? Read More »
A Perfect Demo Environment
A Perfect Demo Environment A Never Stop Learning! Article Have you ever said or heard: “Sorry, I don’t have an example like that
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Demo Storylines: Journey, Destination, or Both?
There’s a lot of discussion today about storytelling in demos and related sales activities. Many software vendors talk about “The Journey” or “The Customer’s
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“Supposing is good, but finding out is better.”
“Supposing is good, but finding out is better.” – Mark Twain Just because all your existing customers suffered from X, Y, and Z doesn’t
“Supposing is good, but finding out is better.” Read More »