One of our objectives in discovery is to build trust with our prospects. A simple and effective method is to find common ground – something that is a combination of being relatively unique yet shared.
Doing Discovery Tip: Relationship Building Read More »
Here is a listing of presales tools that we’ve explored, including a paragraph from the vendor and our comments for many of these offerings.
Presales Tools Summary – April 2022 Read More »
This terrific book provides refreshing and provocative insights into ourselves and into our interactions with others…
Book Recommendation: Think Again: The Power of Knowing What You Don’t Know Read More »
We explored best (and worst!) practices for driving interactivity in demos delivered over the web.
Webinar Recording: How to Truly Engage Customers During Product Demos Read More »
In which we will actually perform an unrehearsed discovery call, following our discovery methodology, with “call outs” from time to time to highlight and explain key elements, skills, and principles. This won’t be your standard webinar!
Webinar Recording: Anatomy of a Discovery Conversation Read More »
Our next North America Great Demo! Virtual Public Workshop is now scheduled for June 7-9. You can find registration and additional information here…
Upcoming North America Great Demo! Public Workshop Read More »
Making Numbers Count offers tools and methods to make sense of numbers – a set of skills that customer-facing teams should embrace!
Making Numbers Count: The Art and Science of Communicating Numbers – A Book Report Read More »
No Decision outcomes make up ~45% of all forecasted opportunities in software sales. Why should you care?
This year’s DEMOFEST lineup looks terrific – here is how to register. Looking forward to seeing you there!
This 50-minute interview explores the Great Demo! founding story and origins of the book, plus descriptions and explanations of many Great Demo! concepts.
“Bits About Books” Interview Read More »
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