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Your Persona Demo is Failing!
The breakdown with persona-based demos is the lack of ability to fully connect the challenges your audience is having with the value your solution provides.
You’re Probably Doing Discovery Wrong—And It’s Costing You Deals!
I joined the fine folks at Austin Lawrence Group for this 34-minute conversation: “Most sales teams think they’re great at discovery. The reality? About ...
You Are My Audience…
A colleague pointed out that many people are perfectly comfortable staying exactly where they are with respect to skills and practices. They come to ...
Wrong Technique for Demos?
Michael Jordan once said, “You can practice eight hours a day, but if your technique is wrong, then all you become is very good at ...
Why Your Discovery Calls Are Hurting Your Sales
“I hate to break it to you, but your discovery calls might actually be hurting your sales..."
Why Structure Demos Like the News – Part 6 of 6: Running Short on Time – Pro Tip!
In an earlier post I noted that newspaper editors could trim articles to fit the available space by cutting stories from the bottom upwards. ...
Why Structure Demos Like the News – Part 5: Answering Questions!
“Can it export to ___?” asks the prospect. “Absolutely! We support seven different types of export formats, including ___, ___, ___, ___, and especially ...
Why Structure Demos Like the News – Part 4: Managing Multiple Job Titles
How? Combine the Menu Approach with Inverted Pyramid! Let’s say you have four prospect players in your demo meeting: An executive A middle manager ...
Why Structure Demos Like a News Article? Part 2: Inverted Pyramid!
Carefully examine the next news article you read… Each individual article is cleverly organized to enable readers to make rapid decisions about their depth ...
Why Structure Demos Like a News Article – Part 3: Ever Run Out of Time?
Have you ever heard a demo presenter say, “We have lot to cover so I’ll go really fast…”? Have you ever said something similar ...
Why Specific Value Numbers Are MUCH More Compelling Than Platitudes
Compare the following exchanges: Scenario One: “If you use our product, you’ll save time and money…!” offers the vendor rep. “Blah blah blah blah ...
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 3
How does this 55-minute “discovery” call compare with yours?
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 2
Here’s the short list of why so many discovery calls fail to accomplish their actual objectives...
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 1
What’s the tangible difference between a conversation and an inquisition? Give and take. It’s the give portion that’s missing from so many discovery conversations!
Why Don’t They “Get It” – Are They Stupid Or What?
Have you ever delivered a demo to a prospect that doesn’t seem to understand what you are offering them? Have you ever had a prospect ...
Why DID They Buy? – Fabulous Fuel for Sales, Presales and Customer Success
Here’s a novel idea: Go visit your new customers a few months after they purchased your software and well after they have deployed it into ...
Why Did They Buy?
Here’s a novel idea: Go visit your new customers four or five months after they purchased your software and after they have deployed it into ...
Whose Value Numbers Are Most Believable?
Whose value numbers are most believable? The vendor’s numbers? Hardly! Industry numbers? Believable, but generally not sufficiently specific. Other similar customers? Much better… Your ...
Who’s Afraid of Asking Prospects for Specific Value Numbers?
Apparently, far too many sales and presales folks! Many sales leaders remark that “failure to uncover the value” is one of their sales teams’ ...
Which Vendor Statement Has More Impact?
Compare these: “If you buy our software, you’ll save time and money…!” “If you implement our software, it looks like you will reduce your ...
Which of These Discovery Skills DON’T You Know?
Starting Discovery Summarizing and Summaries The Curse of Knowledge Executives Enabling Your Champion Groups Versus Individuals Communication Within Your Team Overactive Listening Burn Victims ...
Which of These Discovery Elements DON’T You Know?
How to Use Discovery Documents The Breadth of the Discovery Space Multiple Prospect Perspectives Wants vs Needs The Three Types of Probes Expansion Questions ...
When Should Value Be Communicated?
When should you communicate tangible, specific value in your demos? Frequently! In Great Demo! methodology, our guidance includes: Right at the beginning of the ...
When is the Right Time to Demo?
Have you ever wondered what the best time of day is to perform a demo…
When Is 1 + 1 Much Greater Than 2?
Great Demo! is ground-breaking, Doing Discovery is delightfully differentiating, and together they are truly game-changing! While both methodologies can stand on their own, they ...
When I Hear People Talking about Their Gold Demo, I Cringe!
When I hear people talking about their gold demo, or bronze demo, or any other form of single “standard” demo, I cringe! Why? Because ...
When Discovery Is Going Well…
There’s a feeling you get, doing discovery, when everything is clicking. Your prospect is engaged, empathy is aligned, it’s a real conversation. Your ...