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Demo Tip: Curing Zippy Mouse Syndrome
Do you suffer from Zippy Mouse Syndrome? Here are the symptoms…
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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…
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2022 SE Trends Series Interview
Natasja Bax, Great Demo! EMEA Partner, joined Navattic for Episode 6 of the 2022 SE Trends Series. They discussed:
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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…
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Prospects Say “No” But Vendors Don’t Listen…
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 »
Doing Discovery: Be Curious!
One of the best ways to be perceived as authentic and natural is to be genuinely curious when doing discovery…
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Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 3
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 »
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 2
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 »
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 1
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 »
Doing Discovery – Now Over 1000 Copies
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…
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