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Start Your Demo in Email?
Oh, yes! What do most people do when they arrive at their desks each morning? They check their email. (Yes, and some browse their
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Coffee with Sales Engineers!
“Discovering the Journey and Wisdom of a Sales Engineering Legend: Peter Cohan In this insightful episode of Coffee with Sales Engineers, we sit down
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Discovery Don’t #12 Ignore Poor Solution “Fit” and Proceed with the Sale
Have you ever purchased shoes or clothes that didn’t fit? Most likely they saw more closet time than their colleagues! Poor product or solution
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“If you can’t explain it simply, you don’t understand it well enough.”
“If you can’t explain it simply, you don’t understand it well enough.” – Albert Einstein Nothing crystalizes our understanding of an idea or topic
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Discovery Don’t #11 Don’t Explore Cultural Attributes
Most vendors’ discovery questions focus on uncovering and understanding “pain,” and a few examine impact and tangible value. But it is the rare vendor
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The Reverse Demo: A Fabulous Discovery Method!
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.”
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Discovery Don’t #10 Don’t Align Discovery with Job Title
A salesperson colleague shared a sad story that offered a great lesson: Discovery questions and topics need to align with your prospect players’ job
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Discovery Don’t #9 Ignore Key Elements to Avoid No Decision Outcomes
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
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The Fallacy of Baselines
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
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Discovery Don’t #9 Ignore Key Elements to Avoid No Decision Outcomes
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
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