Most vendors’ discovery questions focus on uncovering and understanding “pain,” and a few examine impact and tangible value. But it is the rare vendor
Discovery Don’t #11 Don’t Explore Cultural Attributes Read More »
If you are looking to displace an existing system (either a competitor or customer-built), a wonderful approach is to ask for a “Reverse Demo.”
The Reverse Demo: A Fabulous Discovery Method! Read More »
A salesperson colleague shared a sad story that offered a great lesson: Discovery questions and topics need to align with your prospect players’ job
Discovery Don’t #10 Don’t Align Discovery with Job Title Read More »
According to Gartner (and many others), No Decision outcomes (also known as “Do Nothing” or “Status Quo”) comprise forty-five percent of forecasted opportunities. For
Discovery Don’t #9 Ignore Key Elements to Avoid No Decision Outcomes Read More »
In the past, I’ve recommended “establishing a baseline” as the starting point for tracking metrics. “Track a few quarters to establish a baseline,” I
The Fallacy of Baselines Read More »
According to Gartner (and many others), No Decision outcomes (also known as “Do Nothing” or “Status Quo”) comprise forty-five percent of forecasted opportunities. For
Discovery Don’t #9 Ignore Key Elements to Avoid No Decision Outcomes Read More »
“Another release? Oh, no!” Development just released new capabilities that need to be reflected in your automated demo(s). How often does this occur? What
Updating Automated Demos: What, When, How, and How Much? Read More »
As a prospect, imagine investing several hours in discovery discussions with a vendor, only to have the vendor ignore the information you provided. Instead,
Discovery Don’t #8 Don’t Communicate Discovery Info Throughout the Team Read More »
“If you automate garbage demos, you’re just sending out lots of garbage!“ – Peter E. Cohan (Me!) This article is for vendors who
Automated Demos Best Practices Read More »
Disturbingly, hundreds of vendors still plod unproductively down this pathway. It appears to be driven by vendors’ urge to show and tell rather than
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