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Embrace Vuja De!
Did you ever have that strange feeling that none of this has ever happened before? Embrace that feeling!
What’s Your Discovery-to-Demo Ratio?
Do you track your Discovery-to-Demo Ratio? You should!
What’s Your Discovery-to-Demo Ratio? Read More »
What If You Can’t Get Your Prospect’s Value Numbers in Your Discovery Conversations?
I urge sales and presales folks to uncover tangible measurements of value in their discovery calls with prospects. But what if you can’t get specific numbers from them, for whatever reason?
What If You Can’t Get Your Prospect’s Value Numbers in Your Discovery Conversations? Read More »
2 Enlightening (and Frightening) Sales Stats
The Brevet Group compiled some delightful observations in their “21 Mind-Blowing Sales Stats” post. Numbers 14 and 15 are particularly interesting…
2 Enlightening (and Frightening) Sales Stats Read More »
What’s “Better”?
I suspect that today’s buyers for complex solutions care less about “whose product is better” and more about “who would you prefer to do business with?” What are you doing to become the preferred vendor?
Top Twelve 2022 Great Demo! & Doing Discovery Posts
ere are the top twelve Great Demo! & Doing Discovery posts from 2022 chosen by you, discerning audience. Enjoy!
Top Twelve 2022 Great Demo! & Doing Discovery Posts Read More »
Demo Tip: Curing Zippy Mouse Syndrome
Do you suffer from Zippy Mouse Syndrome? Here are the symptoms…
Demo Tip: Curing Zippy Mouse Syndrome Read More »
Storytelling in Demos: The Hero’s Journey in 60 Seconds…!
Nearly all sales and presales folks want to improve their storytelling skills in demos and discovery conversations. Here’s one simple approach: present a hero’s journey story in 60 seconds…
Storytelling in Demos: The Hero’s Journey in 60 Seconds…! Read More »
2022 SE Trends Series Interview
Natasja Bax, Great Demo! EMEA Partner, joined Navattic for Episode 6 of the 2022 SE Trends Series. They discussed:
2022 SE Trends Series Interview Read More »
Webinar Recording: Discovery on the Fly? Some Plane Thinking
The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the “Book a Demo” button. After all, they want to see a demo, right? We’ll just ask them a few questions along the way…
Webinar Recording: Discovery on the Fly? Some Plane Thinking Read More »