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“Customer Fill-in” – A Terrific Demo Tip
Here’s a truly terrific tip: Invite your prospect to be the end-customer and fill-in the form by proxy, through you.
“Customer Fill-in” – A Terrific Demo Tip Read More »
How Do You Determine the Technical Win?
The goal for many presales teams is to secure the Technical Win or Technical Close. I’m curious, what criteria or measurement do you use to determine whether the Technical Win has taken place?
How Do You Determine the Technical Win? Read More »
What is the significance of 33334?
That’s how many copies of Great Demo! have been purchased (not including those that have been resold or passed around). This means that at least 33,334 people have been exposed to the Great Demo! methodology – but how many folks have actually changed their habits as a result of reading a book?
What is the significance of 33334? Read More »
Should There Be Both Sales AND Presales Motions?
Sadly, there is no definition for Presales Motions… Perhaps there should be! Here’s a draft, based on the HubSpot wording above:
“A Presales Motion is the combination of the actionable steps and general presales philosophy an organization employs to secure the technical close or win for a product or service to prospects and customers.”
Should There Be Both Sales AND Presales Motions? Read More »
Demo Data: The Importance of Problems, Gaps, and Exceptions
I was working with a vendor on an example demo and we identified a dashboard to serve as an Illustration (a “Wow!” screen for that use case) – but while the dashboard had all the right data elements, the data itself was uncompelling. There were no problems, gaps, or exceptions exhibited. Everything looked “OK”.
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Uniqueness – A Terrific Discovery Question for Highly Transactional Sales
In transactional sales processes, where orders are relatively small and cycle time is rapid, doing Discovery can be challenging – but is still critical!
Uniqueness – A Terrific Discovery Question for Highly Transactional Sales Read More »
Discovery Questioning Skills – Doctors vs. Lawyers
When doing Discovery, consider using both types of questions – “Diagnostic”, simply seeking to understand the prospect’s situation, and “Biased”, seeking to move or change the prospect’s thinking.
Discovery Questioning Skills – Doctors vs. Lawyers Read More »
What If Your Demo Meeting Ends Early? Give That Time Back…!
A number of Great Demo! practitioners note that many of their demos no longer consume the time previously allocated for their demos – they ask, “What should we do with the remaining time?”
What If Your Demo Meeting Ends Early? Give That Time Back…! Read More »
What Level of Vendor Dress Is Appropriate Over the Web? T-Shirts?
I was watching a demo recently and noted that both vendor participants (sales and presales) were wearing T-shirts – what are your thoughts on this
What Level of Vendor Dress Is Appropriate Over the Web? T-Shirts? Read More »
“Chunking” in Demos
In Great Demo! Workshops we teach how turn to a firehose demo into a series of consumable “chunks”. Each chunk needs an introduction, body, and summary.
“Chunking” in Demos Read More »