Have you ever been in a situation where: You find yourself in front of an audience about which you know nothing of their needs
The Menu Approach – A Truly Terrific Demo Self-Rescue Technique Read More »
The ability to react and pivot in demos is often a key success factor. Can humans pivot more effectively than AI-automated demos? Can AI-automated
Pivoting in Demos: Humans vs AI? Read More »
The platypus has often been described as being “designed by a committee.” Many demos suffer similar challenges as they try to embrace the needs
Do You Suffer from Platypus Demos? Read More »
This element of discovery results in deal expansion: Level 5 is all about Vision Reengineering. Prospects don’t know what they don’t know…! Frequently, prospects
Assessing Discovery Skill Levels: Level 5! Read More »
What do most vendors miss when doing discovery? Uncovering value! And without capturing and communicating tangible value, you really can’t call it discovery.
Assessing Discovery Skill Levels: Level 4! Read More »
Let’s go a bit deeper to… Level 2 When doing discovery, if you or your colleagues simply uncover “Pain” and go no further, then
Assessing Discovery Skill Levels: Levels 2 and 3 Read More »
Many sales and presales practitioners say they are skilled at doing discovery – but are they? Are you? Here’s a simple method to assess yourself
Assessing Discovery Skill Levels: How Do You Rate? Read More »
Many sales and presales practitioners say they are skilled at doing discovery – but are they? Here’s a simple method to assess yourself or
Assessing Discovery Skill Levels – How Does Your Team Rate? Read More »
A handful of questions is not sufficient! Effective discovery requires knowing when and how these questions and associated skills should be applied. Should a
What Is a Discovery Methodology? Why Is It Important? Read More »
“Even monkeys fall from trees.” (Saru mo ki kara ochiru) – Japanese Proverb I was visiting prospects in Japan with representatives from one
English: Lesson Learned? Read More »
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