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The Discovery Skill AI Won’t Replace
AI can tell you almost everything about a prospect in 30 seconds. Their annual report. Their recent news. Their industry pressures. Their competitors. Their
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$636K in 90 Days: How the Customer Turned Better Discovery Into Measurable Revenue Impact
The Customer provides secure communications solutions supporting national security and government operations. In this environment, strong technology alone is not enough. Success depends on
Cooks, Chefs, Discovery and Demos
A Never Stop Learning! Article about Personal Growth “I believe that there is always something new to learn, in fact, that is one of
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Seven Validated Habits for Stunningly Successful Demos in a Buyer-Led AI-Driven World
The 7 validated habits for stunningly successful demos we shared in 2023 still remain powerful guideposts today. But the terrain has changed. Buyer expectations,
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Stop Asking “Any Questions?” Start Leading Instead
Stop Asking “Any Questions?” Start Leading Instead “Do you have any questions?” It sounds polite. It feels like the right thing to say. And
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Transforming Cybersecurity Sales: JupiterOne’s Success with Great Demo! and Homerun Presales
In cybersecurity sales, articulating complex product value effectively is a constant challenge. JupiterOne, a leader in cybersecurity asset management and governance, faced difficulties in
Transforming Sales Readiness and Performance at re:Members
The Challenge Despite having a talented and dedicated sales team, Holly Condon recognized the need to elevate their effectiveness to meet ambitious growth goals.
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Storytelling Analogies and Metaphors – Webinar Recording & Highlights
For the first Great Demo! webinar of 2025, we have Kirk Taylor as a guest speaker who helped us grasp the concept of storytelling
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Demo Dynamics: 10 Sales Lessons from the World of Dating
Delivering a winning demo? It’s a lot like dating. You’re trying to spark interest, build rapport, and ultimately inspire commitment. But as in dating,
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The Athlete’s Guide to Winning Demos: Timing, Energy, and Performance
Let me ask you a question: Ever notice how some athletes can perform at their absolute best, game after game, while others burn out
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