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Investing Time in Discovery vs Spending Time in Demos
I find it fascinating that most discovery is far too limited, and most demos go on far too long. The opposite is what yields
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Debilitating Demo Diseases – Zippy Mouse Syndrome
Symptoms: Mouse movements are erratic, haphazard, and may never stop. Mouse may circle constantly around certain portions of the screen. Prospects turn away from
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Debilitating Demo Diseases
Debilitating Demo Diseases A Never Stop Learning! Article Here is a compendium of debilitating demo diseases that commonly afflict sales, presales, and other customer-facing
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Debilitating Demo Diseases – Whooping If
Symptoms: Presenter offers an ever-growing list of options linked together by “if…” Ifs often multiply rapidly, boring your audience and making your software appear
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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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