I’ll be joining the fine folks at PuppyDog.io for this exploration of proven practices and cutting-edge technology: Wednesday November 13 at 9:00 AM Pacific
Creating Demos That Sell: Leveraging AI to Win Over Customers Read More »
Listen to one of your favorite songs… What do you hear? Loud sections vary with soft passages, swelling and diminishing, cymbal crashes and silence…
What Can Demos Learn from Music? Read More »
Make EVERY customer a reference customer!
Make EVERY customer a reference customer! Read More »
One of our objectives in discovery is to build trust with our prospects. A simple and effective method is to find common ground –
Doing Discovery Tip: Relationship Building Read More »
45% of all SaaS sales opportunities end as “No Decision” outcomes. That’s nearly HALF of the opportunities you pursue! Would you like some of
Uncovering “pain” is NOT ENOUGH! Read More »
What makes a good story great? Your story might include the key storytelling elements and yet still not be compelling. Why? It lacks storytelling
Storytelling Umami! Read More »
Describe a key capability to a prospect as a “fact” or feature and it is often quickly forgotten. Use a compelling analogy or metaphor
Forgotten vs Verbatim: A Storytelling Superpower! Read More »
“They don’t know what they don’t know…!” Analysts observe that buyers have often completed 67% of their buying journey before engaging with live sellers.
The Myth of the Informed Buyer Read More »
“It’s easier to learn than unlearn…!” Imagine you’ve just hired a new group of presales folks, or you are running an internal presales academy…
Flip the Script on Your Internal Demo Training? Read More »
It’s been a while, and you realize it’s time to check-in with an existing prospect or customer. You ask, “What’s changed since we last
What Is Incremental Discovery? Read More »
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