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Typical Sales/Buying Process in 2027?
“I’ll connect my AI to your AI and let them complete the process…”
Typical Sales/Buying Process in 2027? Read More »
How Old Is Presales?
While listening to Demofest presentations and perusing LinkedIn posts, I’m amused to see claims that “the presales function began…” with dates that correspond to
How Old Is Presales? Read More »
Great Demo! and Doing Discovery Book Clubs: Here’s an Author Offer!
I’d be happy to join a session with your team to answer questions and provide examples. I can also offer suggestions regarding what has
Great Demo! and Doing Discovery Book Clubs: Here’s an Author Offer! Read More »
Great Demo! or Doing Discovery – Which to Read First?
Many people have asked, “What’s the best way to consume these books? Which should be first?” Here’s a recommended reading/listening plan: A combo approach!
Great Demo! or Doing Discovery – Which to Read First? Read More »
Recording: Seven VALIDATED Habits for Stunningly Successful Demos
We explored seven validated demo success factors that lead to closed business. These approaches map delightfully to Great Demo! and Doing Discovery principles while
Recording: Seven VALIDATED Habits for Stunningly Successful Demos Read More »
New Front-line Manager Tip: Ask Before Answering!
When a team member brings a problem or issue to us, most of us immediately offer a solution based on our experience. However, an
New Front-line Manager Tip: Ask Before Answering! Read More »
Critical Business Issues: A Brief Exploration of What, Why, When, and How
Check out this 4.5-minute video that examines the importance and use of Critical Business Issues in sales and buyer enablement processes. Many thanks to
Critical Business Issues: A Brief Exploration of What, Why, When, and How Read More »
Technologies Change but Problems Remain the Same
Technologies change over time but the problems remain the same…! Regardless of the technology, people and companies seek “better, cheaper, faster,” and “couldn’t be
Technologies Change but Problems Remain the Same Read More »
Discovery Don’t: BANT!
Don’t rely on BANT (“Budget, Authority, Needs, Timeline”) to determine whether a lead is qualified or not. Why? As the head of my business
Discovery Don’t: BANT! Read More »