SiriusDecisions, Forrester, and others note that buyers have often completed 67% of their buying journey before engaging with live sellers. This has resulted in an assumption (by both buyers and vendors) that buyers know all about vendor offerings before any buyer-seller conversations take place.
This is incorrect!
The Myth of the Informed Buyer Read More »
You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?
Automated Demo Content – Getting It Right Read More »
You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?
Automated Demo Content – Webinar Recording Read More »
From the Podsters:
“Episode 29 – Vision Generation Demos featuring Peter Cohan, available to stream now!
Two PreSales in a Pod – Podcast Read More »
Discovery and Demo Strategies and Tactics for Transactional Sales Cycles
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Here’s a simple method to assess, based on seven levels of increasing proficiency:
Assessing Discovery Skill Levels – How Does Your Team Rate? (Updated and Expanded…) Read More »
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Here’s a simple method to assess, based on seven levels of increasing proficiency:
Is “Super” the new “Awesome”? Read More »
Is it possible to complete an introduction, engage with a Vision Generation Demo, segue into a Discovery conversation, deliver a brief Technical Proof Demo, and execute a soft close in a 45- or 60-minute call?
Yes!
I was recently asked the following question in an interview:
“While business travel appears to be opening up, it looks like working from home is going to stay with us for the foreseeable future. How should executives gear up to the changing times?”
A New “Touch” in the New Normal Read More »
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Where are you on this progression?
Seven Skills Levels for Stunningly Successful Discovery – Webinar Recording Read More »
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