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“I Get Paid to Point, Click and Talk…”
Recently, I heard a presales colleague jokingly say to a prospect, “I get paid to point, click and talk…” I just realized that a
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Discovery Don’t #6 Do Five Minutes of Discovery and Then Present Your Corporate or Product Overview
I’ve watched and listened to hundreds of discovery calls and a very large percent suffer from this serious malady! It seems to be a
Face-to-Face Discovery Online? Consider a FaceTime or WhatsApp Walk-Through!
Many vendors know that visiting your prospects face-to-face facilitates superior discovery, particularly for industries like manufacturing, warehousing and distribution, retail, etc. In my own
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Discovery Don’t #5 READ Questions from a Long List
This is bad enough when inflicted over the web; it’s even worse when done face-to-face! The real issue isn’t the questions themselves, but rather
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Learn by Digging Deeper: Golden Knowledge Dust, Nuggets, Veins, and the Mother Lode!
People often hunt for “nuggets” of wisdom. Sadly, people typically don’t uncover real nuggets, but find mere dust and flakes of golden knowledge in
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Discovery Don’t #4 Make It an Inquisition
This is a valid concern! Too many one-way questions can feel like an interrogation or inquisition. Hospital Analogy: Imagine being handed a ten-page questionnaire
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Are Your Automated Demos Hurting You? Bad News!
If you automate garbage demos, you’re just sending out lots of garbage! Over the past several months I’ve reviewed dozens of automated demos and
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Discovery Don’t #3 Use a “Disco Demo”
(This one will be contentious!) “Disco Demos” or “Discovery on the Fly” are simply other terms for Harbor Tour demos, but where the vendor
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Advanced Guidance: Discovery and Demos for Renewals and Expansion
NOTE: This is advanced material, suitable for senior presales, sales, and customer success individual contributors and leaders! What’s in this article for you? Guidance
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Discovery Don’t #2 Don’t Do Enough
This is the most common Don’t! Far too many vendors simply identify “pain” and then launch immediately into proposing “solutions.” This is amusingly known
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