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The Role of Sales in Great Demos – Part 1
Regarding the role of sales in demos, here’s what NOT to do: Nothing. Way too much. Far too many salespeople contribute far too little
The Role of Sales in Great Demos – Part 1 Read More »
Qualification vs Discovery: What’s the Difference?
Qualification is done for the vendor’s benefit only; Discovery is done for the benefit of both parties. Qualification is about establishing boundaries; Discovery
Qualification vs Discovery: What’s the Difference? Read More »
What Does Superior Discovery Deliver?
Vendors who perform superior discovery enjoy… With Prospects: Timely Decisions Precise Demos Better Product Fit Closing Doors to Competitors Positive Differentiation Accurate Proposals Expanded
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What Does Insufficient Discovery Yield?
Insufficient discovery causes: Delayed Decisions No Decisions Unwarranted Discounting “Buying It Back” Slowed Sales Cycles Wasted Sales Cycles Harbor Tour Demos Stunningly Awful Demos
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How Much Discovery Is Enough?
Vendors constantly struggle to answer this question – so let’s address it! How much discovery is enough? Is it… When you have a qualified
How Much Discovery Is Enough? Read More »
Software Demos by Musicians: Musicians Have an Advantage!
Why? Musicians understand dynamics (louds and softs). They know when and how to drop their voice to a whisper or deliver a forceful phrase.
Software Demos by Musicians: Musicians Have an Advantage! Read More »
Using AI to Annoy Prospects?
AI personalizes but often without correct context. I can’t tell you how many LinkedIn messages I get that are “personalized” but ignore key information.
Using AI to Annoy Prospects? Read More »
Do Best Practices Age?
Of Course! Best Practices Are Just Local Maxima… Five thoughts: What is currently considered a best practice today will likely be exceeded by another
Do Best Practices Age? Read More »
More Premature Elaboration: A Competitive Oops! – Another Sales Prevention Team True Story
“Competition whose motive is merely to compete, to drive some other fellow out, never carries very far. The competitor to be feared is one
Premature Elaboration – Another Sales Prevention Team True Story!
“Chirp chirp chirp chirp…” – The sound of crickets in an empty room Because he’d heard prospects ask certain questions repeatedly, he chose
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