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Demos and Cooking Shows Part 3: Time Warping!
How long does it take to roast a turkey? Can you imagine a cooking show that made you wait hours to see the completely
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Demos and Cooking Shows Part 2: Nobody Wants to Watch You Chop Vegetables
Consider: You never see the chef chop onions on-screen! Instead, all the ingredients have been prepared ahead of time and made ready to use
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Are We Really Getting Better? A Sobering Analysis of Presales Practices!
“Learning never exhausts the mind.” – Leonardo da Vinci This article is for all of us who are experiencing the Dunning-Kruger effect, have experienced
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Demos and Julia Child: What Can We Learn from Cooking Shows?
Julia Child brought French cooking dishes and methods into American households in the last century (1963-1973 or thereabouts) in her entertaining and educational cooking
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Tell Your Prospects “It’s OK to say no…”
Most people, as prospects, don’t want to say “no” to sales teams. We are typically more comfortable to say “yes” to small steps than
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“If you do not know how to ask the right question, you discover nothing.”
“If you do not know how to ask the right question, you discover nothing.” – W. Edwards Deming Here’s how to do discovery!
“If you do not know how to ask the right question, you discover nothing.” Read More »
Discovery Effectiveness and Product “Fit”
Discovery is a simultaneous exploration of prospect “fit” on the part of the vendor and solution “fit” on the part of the prospect. Good
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“Oh, good question…!”
When doing discovery, any time your prospect says, “Oh good question…!” it means you’re doing really well! Why? Because you’ve tapped a topic that
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Demo Hack: New vs Save As
In demos, how many times have you seen someone build a new dashboard or process flow from scratch, step by step? I’m always amazed
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Discovery Don’t BONUS! Don’t Encourage Your Prospect to Go Off Script
“Well,” said the salesperson, “We’ve covered all the questions on the list. Thanks for your time…” The prospect had been contemplating revealing another, very
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