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Regional vs International English: Be Aware!
A while ago I was delivering a Great Demo! Workshop in Europe to an international audience and during our first break, a woman came ...
Refract/Gong/Chorus/etc. Studies of Teams Doing Demos?
Has anyone conducted studies of best practices for vendor teams when presenting demos, using Refract or Gong or similar tools? It would be very interesting ...
Reducing “No Decision” Outcomes
“Nearly half of the forecasted opportunities you pursue end in No Decision – would you like some of that time back in your life…?” ...
Reduce Your “No Decision” Outcomes – The Single Largest Waste of Sales Teams’ Time
On average, 45% of all forecasted opportunities result in No Decision outcomes. This means that nearly half the time spent working sales opportunities is ...
Recording: Seven VALIDATED Habits for Stunningly Successful Demos
We explored seven validated demo success factors that lead to closed business. These approaches map delightfully to Great Demo! and Doing Discovery principles while ...
Real Fake Names Tool for Demos and POCs – A Perfect Demo Environment
Here’s a tool that generates realistic name, address, and related information for use in demos, POCs, and other processes...
Ready, Fire, Aim! What’s the Difference Between Skills and Methodology?
We frequently see posts like: “42 Killer Discovery Questions!” “Crush Your Quota with These 17 Discovery Questions” “Top 20 Discovery Tips” Are these helpful? ...
Ranging Probes – A Novel Discovery Probing Technique!
When doing discovery, Ranging Probes are a wonderful solution when dealing with “squishy” information or situations where your prospect’s answers might span a spectrum. ...
Qualification vs Discovery: What’s the Difference?
Qualification is done for the vendor’s benefit only; Discovery is done for the benefit of both parties. Qualification is about establishing boundaries; Discovery ...
Prospects Say “No” But Vendors Don’t Listen…
Fundamentally, people don’t like to say “no” to other people. They are often uncomfortable expressing their true feelings. We see this play out in sales ...
Product Names in Demos?
As an interesting test, I asked 5 colleagues to watch the same demo. Once each had completed viewing it, I asked two questions...
Price, Price Range, and the Anchoring Effect
Of course you are all familiar with the Anchoring Effect and use it to your advantage. Here’s an interesting twist: Offering a price range ...
Presenting Software – Taking a Page from Restaurant Waiters’ Playbook
Notice how waiters in mediocre restaurants serve dishes: they simply ask, “Who had the linguini?” and plonk! – a plate of pasta plops down in ...
Presales: What’s Your Cultural Ecotone?
“An ecotone is a transition area between two biological communities, where two communities meet and integrate.“ Picture this: A pelican crashes into the ocean ...
Presales: Moving from Renaissance to Enlightenment
We are moving into an Age of Presales Enlightenment, where decisions are based on real data.
Presales: A Multi-Dimensional Cultural Ecotone
“An ecotone is a transition area between two biological communities, where two communities meet and integrate.“ Ecotones, such as coastal and mountainous regions, are ...
Presales Warning: beware!
Broad, generalized statements about presales are exactly as useful and accurate as broad, generalized statements about any other discipline! (Like this one!) Why post ...
Presales Tools Tools Tools!
Here are a handful of emerging and established tools – either created specifically for presales and/or having terrific application for presales folks. We are listing ...
Presales Tools Summary – April 2022
Here is a listing of presales tools that we’ve explored, including a paragraph from the vendor and our comments for many of these offerings.
Presales Rising Star?
Whether you are in your first month, first year, or first decade, if you are pursuing best practices or establishing new ones you are ...
Presales Metrics: What Are Your Goals, Objectives and KPIs?
What Goals, Objectives, and KPIs have you established and track in your presales organization?
Presales Metrics – What to Measure and Why?
Your workdays may be full of activity, but the metrics you choose can determine if your activities are effective, productive, and meaningful! What’s in ...
Presales Metrics – What to Measure and Why
Presales has entered a renaissance, enjoying increased visibility, emerging tools and communities, and cataloging of know-how and best practices. This is the perfect time to ...
Presales Collective Webinar Recording – The Competitive Play: Why, When, and How
As presales professionals we deal with competition daily. Join presales veterans Peter Cohan, Nidhi Shah, and Marjorie Abdelkrime as they shared stories and provided insights ...
Presales and Sales Skills: Five Questions that Need to Be Answered!
Why? Why is this skill important? What? What is the skill? How? How do you apply it? When? When do you apply it and ...
Presales and Sales Folks: Problem Solving Time!
You’re the CEO of a startup and must fire either your sole sales or sole presales person. Both are equally competent at their jobs. ...
Presales / Sales Discovery Partnering Pragmatics
Many sales and presales teams struggle to determine who should do what discovery with their prospects. Here’s a simple strategy: Use Great Demo! Situation ...