“…And where were you the night of November 15, 2024…?!” In discovery, too many one-way questions can feel like an interrogation or inquisition. And
How Can You Avoid Discovery Becoming an Interrogation? Read More »
Here’s that story: A group of blind men heard that a strange animal, called an elephant, had been brought to the town, but none
How Is Doing Discovery Like the Parable of the Blind Men and the Elephant? Read More »
Level 1: Follows the standard demo script Level 2: Customizes based on the prospect’s market/industry Level 3: Customizes based on the
Ten Levels of Demo Skills: What’s Your Level of Practice? Read More »
“Now this is different…!” I thought. I was sitting in the back of the room at my customer’s sales kickoff meeting and noted that
SKO Swipes: Sales Leaders LOVE These! Read More »
A True Story “What’s he doing?” whispered my colleague in my ear… I was a third party joining a demo presented by a partner
The Gruesome Anatomy of a Typical One-Hour Web Overview Demonstration Read More »
It was December 27, and I was working in my office when the phone rang. I picked it up and said “Good morning…” The
Did You Just Suffer This? An End of the Quarter Dialog… Read More »
A Never Stop Learning! Article In which we identify common challenges with overview demos and offer solutions. Warning: graphic and potentially painful content ahead!
Do the Last Thing First! 42% of all statistics are made up… Improvement is an evergreen process! Avoid Buying It Back! Secure the order
Curiously Intriguing Thoughts for 2025 (and Beyond)! Read More »
Symptoms: Presenting “solutions” without sufficient discovery Pre-answering questions that the vendor hears frequently (but weren’t asked by this prospect) Prescription: Do discovery before presenting
Premature Elaboration: A Curable Disease! Read More »
“Your prospect’s Critical Date is not your end of quarter…!” Vendor sales teams at the end of every quarter and especially at the end
Critical Dates – Prevent Prospect Procrastination Read More »
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