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How Much Learning Is Enough?
Learning is the only exit from the insanity of doing the same thing over and over and expecting a different result! But how much ...
Gosh – Top Ten at Demofest
I’m amused to learn that my presentation “Seven VALIDATED Habits for Stunningly Successful Demos” was one of the top ten at Demofest. Frankly, I ...
Buyers Don’t Want a Relationship with Sales … Until They Do!
What does this mean? Buyers don’t want to engage with salespeople, initially. Buyers want to pursue their processes of problem analysis, information gathering, and ...
The Next Beginning?
Stephen Covey said, “Begin with the end in mind.” I would add, “End with the next beginning in mind!”
Typical Sales/Buying Process in 2027?
“I’ll connect my AI to your AI and let them complete the process…”
How Old Is Presales?
While listening to Demofest presentations and perusing LinkedIn posts, I’m amused to see claims that “the presales function began…” with dates that correspond to ...
Great Demo! and Doing Discovery Book Clubs: Here’s an Author Offer!
I’d be happy to join a session with your team to answer questions and provide examples. I can also offer suggestions regarding what has ...
Great Demo! or Doing Discovery – Which to Read First?
Many people have asked, “What’s the best way to consume these books? Which should be first?” Here’s a recommended reading/listening plan: A combo approach! ...
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 ...
New Front-line Manager Tip: Ask Before Answering!
When a team member brings a problem or issue to us, most of us immediately offer a solution based on our experience. However, an ...
Critical Business Issues: A Brief Exploration of What, Why, When, and How
Check out this 4.5-minute video that examines the importance and use of Critical Business Issues in sales and buyer enablement processes. Many thanks to ...
Repeat a Demo?
No human should do the exact same demo twice…!
Technologies Change but Problems Remain the Same
Technologies change over time but the problems remain the same…! Regardless of the technology, people and companies seek “better, cheaper, faster,” and “couldn’t be ...
Discovery Don’t: BANT!
Don’t rely on BANT (“Budget, Authority, Needs, Timeline”) to determine whether a lead is qualified or not. Why? As the head of my business ...
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 ...
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 ...
Time Machines!
Save yourself years! These books (and corresponding Workshops) are time machines, compressing decades of learning, experimentation, improvement, and evolution into a few hours. You ...
Demo or Discovery Questions? The Answer May Already Be Here!
Do you have a question about demo or discovery practices, methods, or skills? Looking for a tip to improve? The answers may already be ...
Is “If it ain’t broke don’t fix It” Wrong?
Yes! Consider: “If you always do what you’ve always done, you’ll always get what you’ve always got.” – Henry Ford “If you have always ...
“Must read for any PreSales professional”
“I wish I had read this book when I first started in PreSales. It is full of valuable frameworks for success, including situation slide ...
Time Management Tip
Block 15 minutes BETWEEN calls to give you time to clean up from the previous call and prep for the next…!
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 ...
Demo Do: What’s the Significance of 76 Seconds?
That’s the average time between “speaker switches” in the most successful demos (from a Gong study of thousands of software demos a few years ...
How Many Skills Are Needed to Present a Single Screen in a Software Demo?
Take a guess, first…! Now consider: Which screen(s) to choose and why? When to present (e.g., beginning, middle, end)? How to introduce the context? ...
Demo Don’t: “What We Call…”
I was watching a demo yesterday and heard the presenter use the phrase, “What we call a ___” multiple times. Was it important that ...
What Does “We Eat with Our Eyes First” Have to Do with Demos?
“We eat with our eyes first”: Apicius (a 1st century Roman gourmand) purportedly make this statement – and it’s also true for demos! Don’t ...
Demo Do: Post-Demo Reviews
How many of you do regular post-demo reviews (aka “curbside reviews”)? What do you assess? For example: What went well? What could have been ...