Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive discovery conversation. But how do we convince prospects to make this change?
“Our job is to make you fabulously successful…!” proclaims a senior presales leader to her sales counterparts. But how do we make this a win-win-win scenario for sales, presales, and customers?
Webinar Recording: Fabulously Successful Presales/Sales Partnering Principles Read More »
I find it fascinating that so many vendors include a slide (or two) in their corporate overview decks on “How We Are Different”…
You’ve invited a large number of friends and colleagues over for a dinner party – how do you prepare? The process the Party Planner follows and questions asked provide a surprisingly good example for doing discovery in a software sales process.
A Dinner Party as an Analogy for Discovery Read More »
This 30 min. podcast features:
– The experience and epiphany that led to the Great Demo! methodology (a rather provocative story!);
– Some key ideas for a “Perfect Demo Environment”;
– And a discussion of why many demos fail (and how to avoid), plus a few Great Demo! fundamentals, including an good example of “Do the Last Thing First”.
Demo Diaries: Ep 034 Podcast “As A Vendor, Who Is The Demo About, You or Your Client” Read More »
Intriguingly, in spite of job titles that include Solutions Consultant, Solutions Architect, and Solutions Engineer, there is little discussion of the associated skill of solutioning and its impact on a broad range of other presales activities.
Registration is now open for our next EMEA and North America Great Demo! Virtual Public Workshops:
North America November 17-19
EMEA November 30 – December 2
Upcoming Great Demo! Virtual Public Workshops Read More »
While many folks are aware of the annotation tools in Zoom and Webex, etc., they are very rarely used in virtual demos or presentations. Why?
We Rarely Try Something New… Read More »
When you find yourself using “If” early in your demo you are likely embarking on a Harbor Tour – and the more “ifs”, the longer the Tour!
Avoiding Harbor Tour Demos: “Ifs” Read More »
Keeping up with the rollercoaster of changes, or ‘new normals’ if you will, is something we’re all facing in the middle of this COVID-19 commotion. But for presales in the IT and software industry it may feel like somewhat of a recognizable phenomenon. The comfort of a steady normal has been fading in this field since the millennium and it looks like the latest turn of events will determine a different ball game yet again.
How to Rake Your Way into the Future of Presales Read More »
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