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Presales – Please Complete Consensus’ Survey (You’ll Be Glad You Did)
Participating in this survey is a terrific investment in yourself and your team...
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 ...
Premature Elaboration – Another Sales Prevention Team True Story!
“Chirp chirp chirp chirp…” – The sound of crickets in an empty room Because he’d heard prospects ask certain questions repeatedly, he chose ...
Precision vs Accuracy in Demos
What’s the difference between precision and accuracy – and how does this relate to demos? “Accuracy is how close a given set of measurements ...
Precision vs Accuracy in Demos
What’s the difference between precision and accuracy – and how does this relate to demos? “Accuracy is how close a given set of measurements ...
Precision vs Accuracy in Demos
What’s the difference between precision and accuracy – and how does this relate to demos? “Accuracy is how close a given set of measurements ...
Pre-Discovery for Critical Business Issues?
Here’s the premise: It is very helpful to know your prospect’s Critical Business Issues before the discovery call begins! Wait, what? Don’t you need ...
Practical Pointing Practices for Demos
“There are always three demos for every one you actually gave. The one you practiced, the one you gave, and the one you wish ...
Power Tools of Communication: Analogies and Metaphors!
Sometimes a good metaphor or analogy can save the day. “People don’t resist change. They resist being changed!” – Peter Senge Years ...
Possible Presales Job Titles of the Future (and Some Current)
Here are a handful of presales job titles and functions that we might expect to see in the future...
Poll on Buyer Experience: Please vote!
What has been your involvement in a buying process for enterprise B-to-B software?
Podcast: 23 Nuggets from Doing Discovery – Technically Sold
I joined Julien Emery of Technically Sold and Superpanel for this 55-minute discussion about Doing Discovery. (Note: I am NOT responsible for the title ...
Podcast Recording: A Perfect Demo Environment
How do you suspend disbelief?
Please Stop Circling Your Mouse!
Have you ever seen a demo where the presenter circles their mouse around and around and around (and around and around) a screen element? ...
Planning an SKO But Can’t Afford $1000s for a Speaker?
Here’s a surprisingly effective alternative for $20-$60 per participant: Provide your team with copies of Great Demo!, Doing Discovery, and/or Suspending Disbelief! Sowing these ...
Pivoting in Demos: Humans vs AI?
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 ...
Pilots, Vendors, and Discovery
Pilots are directed to consume “all available” weather information prior to making a go/no go (flying) decision. Vendors should have the same requirement prior ...
Personal Learning: How Deep Do You Want to Go?
With respect to your discovery and demo skills: Do you want to be perceived as below average, average, slightly above average, much better than ...
Perception
We note the presence of something new much more acutely than the absence of something old.
People Talk about Learning from One’s Mistakes, But…
People are always talking about learning from one’s mistakes, and this is a good strategy. But wouldn’t it be better to learn from other ...
People Buy From People They Trust
B2B buyers expect sales reps to understand their business, but the reality is that buyers perceive that less than 50% of reps actually do. They ...
Pearls and Epiphanies: One Picture Is Worth 1000 Words; One Illustration Is Worth…?
One picture is worth 1000 words; one Great Demo! Illustration is worth 1000 mouse clicks!
Pearls and Epiphanies: Meetings
Being early is on time; Being on time is late; And being late is inexcusable!
Paul’s Practical Presales Partnering Principles – Pragmatic, Practiced, and Proven!
Great Demo!’s Paul Pearce joined Patrick Pissang for this impromptu, but extremely insightful discussion of real-life presales-sales partnering. There are some really excellent ideas here!
Park It!
Discussions about the relative merits of technology can be endless. “The real problem is not whether machines think but whether men do.” – ...
Overview Demo? 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 vendor ...
Overcoming Sales Objections – Why Many Sales Objections Shouldn’t NEED to Be Overcome
“Help me understand how to handle customer sales objections…” “My team needs to learn how to handle objections…” “We get lots of sales objections ...