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What Does Insufficient Discovery Cause?
Here’s the short list! Delayed Decisions No Decisions Unwarranted Discounting “Buying It Back” Slowed Sales Cycles Wasted Sales Cycles Harbor Tour Demos Stunningly Awful ...
How Can You Avoid Discovery Becoming an Interrogation?
“…And where were you the night of November 15, 2024…?!” In discovery, too many one-way questions can feel like an interrogation or inquisition. And ...
How Is Doing Discovery Like the Parable of the Blind Men and the Elephant?
Here’s that story: A group of blind men heard that a strange animal, called an elephant, had been brought to the town, but none ...
Ten Levels of Demo Skills: What’s Your Level of Practice?
Level 1: Follows the standard demo script Level 2: Customizes based on the prospect’s market/industry Level 3: Customizes based on the ...
SKO Swipes: Sales Leaders LOVE These!
“Now this is different…!” I thought. I was sitting in the back of the room at my customer’s sales kickoff meeting and noted that ...
The Gruesome Anatomy of a Typical One-Hour Web Overview Demonstration
A True Story “What’s he doing?” whispered my colleague in my ear… I was a third party joining a demo presented by a partner ...
Did You Just Suffer This? An End of the Quarter Dialog…
It was December 27, and I was working in my office when the phone rang. I picked it up and said “Good morning…” The ...
Curiously Intriguing Thoughts for 2025 (and Beyond)!
Do the Last Thing First! 42% of all statistics are made up… Improvement is an evergreen process! Avoid Buying It Back! Secure the order ...
Premature Elaboration: A Curable Disease!
Symptoms: Presenting “solutions” without sufficient discovery Pre-answering questions that the vendor hears frequently (but weren’t asked by this prospect) Prescription: Do discovery before presenting ...
Critical Dates – Prevent Prospect Procrastination
“Your prospect’s Critical Date is not your end of quarter…!” Vendor sales teams at the end of every quarter and especially at the end ...
Congrats You Just Gave a Horrible Demo!
Excellent and amusing summary of key Great Demo! ideas in a 39-minute podcast! https://digitalwildcatters.com/podcasts/what-the-funk/ Type “Cohan” in the search box and choose episode 13 ...
Hey Presales and Sales! Which of These Don’t You Know But Should?
Test yourself! Do you know: What are Expansion Questions? What are Ranging Probes? What are Biased Questions? What is quid pro quo in discovery? ...
Is Mirroring Authentic?
Many coaches/experts encourage us to use mirroring as a method of building rapport in our meetings with prospects and customers. It is also generally ...
Situation Slides: A Swiss Army Knife for Sales and Presales
“Let’s see,” I wondered, “What are the various tools on my travel Swiss Army Knife?” Large blade (extremely sharp) Small blade (also extremely sharp) ...
“Recently, I Stumbled upon a True Gem…”
“I’ve read over 30 sales and management books—Gap Selling, Sandler, Challenger, MEDDPICC at Infobip—and every abbreviation in between. But recently, I stumbled upon a ...
How Much Discovery Is Enough?
Is it… A qualified lead? Ten questions? Twenty questions? Fifty questions? A longer list of questions? One hour per person? A clear definition of ...
What’s the Core Difference Between Qualification and Discovery?
Qualification is done for of the vendor only; Discovery is done for both parties! https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
The SaaS Backwards Podcast and Great Demo!
Why Your Demos May be Costing You Deals I joined the fine folks at Austin Lawrence Group for this 35-minute conversation: 00:45 Provocative Questions! ...
“You Must Now Show Us How…!”
Early Experiments with Great Demo! Illustrations One hundred years ago I was working out of our Swiss office with the mission to “Achieve deployment ...
What Would You Do?
I saw this message Subject in my Junk folder: “Upcoming Consultation – See You There Peter” I thought, “Oh, I must have agreed to ...
A Painful Logo Slide Lesson
“Cured me!” I commented to my colleague, after a visit to a prospect. He had wondered why I didn’t do a corporate overview presentation ...
“Customer Fill In” – A Truly Terrific Demo Tip!
I was watching demos that highlighted vendors’ customer-facing intake forms/portals and noted some poor practices. Each vendor claimed that end-customers “can complete the process ...
Signed Copies for Your Kickoff?
Sure! As you plan your 2025 sales kickoff or similar events, contemplate the impact of the team receiving signed copies of Great Demo! or ...
Demo Tip #233: One Picture Is Worth…
Demo Tip #233: One picture is worth a thousand words; one compelling screen is worth a thousand mouse clicks! (That’s a Great Demo! Illustration.)
Could Your Demos Be Better? (Part 2!)
Which of these do you (or your team) suffer from? You don’t customize the data to match your prospect’s industry/vertical Your data time-series, action ...
Could Your Demos Be Better?
Which of these do you (or your team) suffer from? You didn’t do any discovery You did qualification, but not discovery You have no ...
Expanding Your Thinking?
Do you only read posts that you agree with, or do you challenge yourself with posts that test and expand your thinking? It’s tough ...