Upcoming Webinar: Are You Using No-touch, Low-touch, and Ignition Demos to Your Advantage?

Ignoring passive “just browsing” buyers may cause you to jeopardize tomorrow’s prospects…

Upcoming Webinar: Are You Using No-touch, Low-touch, and Ignition Demos to Your Advantage? Read More »

DEMOFEST 2022 Sessions Recordings – Full Access

Good news! The fine folks at Consensus have made all of the DEMOFEST sessions easily accessible here, whether you registered previously or not.

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Possible Presales Job Titles of the Future (and Some Current)

Here are a handful of presales job titles and functions that we might expect to see in the future…

Possible Presales Job Titles of the Future (and Some Current) Read More »

Presales: Moving from Renaissance to Enlightenment

We are moving into an Age of Presales Enlightenment, where decisions are based on real data.

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Upcoming Great Demo! Public Workshops

Take advantage of the typical summer business slow-down to sharpen your saw!

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Listening to Your Customers – What Do You Hear?

Sales and presales, in particular, are key conduits of customer needs to product teams. I’m curious: how granular, or perhaps how complete, is that communication?

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Rescue – From the Tyranny of Traditional Demos

Throw off the shackles of the old traditional approach. Embrace this new, delightfully effective approach to creating and delivering demos.

Rescue – From the Tyranny of Traditional Demos Read More »

A Tale of Three Leaders – What’s YOUR Diagnosis?

Once upon a time (about a week ago), a CRO, a sales leader and a presales leader reached out to me. They said their sales and presales processes were “sometimes adequate”, but there were problems they wanted to address – they felt their teams could be much more productive…

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