“Let’s see,” I wondered, “What are the various tools on my travel Swiss Army Knife?” Large blade (extremely sharp) Small blade (also extremely sharp)
Situation Slides: A Swiss Army Knife for Sales and Presales Read More »
“I’ve read over 30 sales and management books—Gap Selling, Sandler, Challenger, MEDDPICC at Infobip—and every abbreviation in between. But recently, I stumbled upon a
“Recently, I Stumbled upon a True Gem…” Read More »
Is it… A qualified lead? Ten questions? Twenty questions? Fifty questions? A longer list of questions? One hour per person? A clear definition of
How Much Discovery Is Enough? Read More »
“It’s a floor wax and a dessert topping…!” – Saturday Night Live, January 10, 1976 “Let’s see,” I wondered, “What are the various tools
Situation Slides: A Swiss Army Knife for Sales and Presales Read More »
Qualification is done for of the vendor only; Discovery is done for both parties! https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
What’s the Core Difference Between Qualification and Discovery? Read More »
Why Your Demos May be Costing You Deals I joined the fine folks at Austin Lawrence Group for this 35-minute conversation: 00:45 Provocative Questions!
The SaaS Backwards Podcast and Great Demo! Read More »
Early Experiments with Great Demo! Illustrations One hundred years ago I was working out of our Swiss office with the mission to “Achieve deployment
“You Must Now Show Us How…!” Read More »
I saw this message Subject in my Junk folder: “Upcoming Consultation – See You There Peter” I thought, “Oh, I must have agreed to
What Would You Do? Read More »
“Cured me!” I commented to my colleague, after a visit to a prospect. He had wondered why I didn’t do a corporate overview presentation
A Painful Logo Slide Lesson Read More »
I was watching demos that highlighted vendors’ customer-facing intake forms/portals and noted some poor practices. Each vendor claimed that end-customers “can complete the process
“Customer Fill In” – A Truly Terrific Demo Tip! Read More »
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