“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
Recently, I heard a presales colleague jokingly say to a prospect, “I get paid to point, click and talk…” I just realized that a
“I Get Paid to Point, Click and Talk…” Read More »
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
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
Face-to-Face Discovery Online? Consider a FaceTime or WhatsApp Walk-Through! Read More »
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
Discovery Don’t #5 READ Questions from a Long List Read More »
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
Learn by Digging Deeper: Golden Knowledge Dust, Nuggets, Veins, and the Mother Lode! Read More »
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
Discovery Don’t #4 Make It an Inquisition Read More »
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