Fundamentally, people don’t like to say “no” to other people. They are often uncomfortable expressing their true feelings. We see this play out in sales cycles over and over, costing both vendors and prospects an enormous amount of wasted time and energy. Here’s an example…
Prospects Say “No” But Vendors Don’t Listen… Read More »
One of the best ways to be perceived as authentic and natural is to be genuinely curious when doing discovery…
Doing Discovery: Be Curious! Read More »
How does this 55-minute “discovery” call compare with yours?
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 3 Read More »
Here’s the short list of why so many discovery calls fail to accomplish their actual objectives…
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 2 Read More »
What’s the tangible difference between a conversation and an inquisition? Give and take. It’s the give portion that’s missing from so many discovery conversations!
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 1 Read More »
Well over 1000 copies of Doing Discovery have been purchased in the past couple of months, including over 100 Audiobooks, and we’re hearing positive feedback from those who have begun to put the ideas into practice…
Doing Discovery – Now Over 1000 Copies Read More »
I was watching a demo recently where the presenter executed one of the longest Terrible Tabs Demo Death Marches I’ve seen. No fewer than 11 (eleven!) tabs were explored, one after another after another after another after…
A Terrible Tabs Demo Death March Read More »
As an interesting test, I asked 5 colleagues to watch the same demo. Once each had completed viewing it, I asked two questions…
Product Names in Demos? Read More »
Notice how waiters in mediocre restaurants serve dishes: they simply ask, “Who had the linguini?” and plonk! – a plate of pasta plops down in front of you and the waiter disappears. Now consider how waitstaff in elegant restaurants serve dishes. As they gently place the plate, they also turn it, carefully, to the position that best presents the food. Next, they describe what you are seeing…
Presenting Software – Taking a Page from Restaurant Waiters’ Playbook Read More »
Participating in this survey is a terrific investment in yourself and your team…
Presales – Please Complete Consensus’ Survey (You’ll Be Glad You Did) Read More »
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