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Inadvertent Question Grading
Here’s another reason to pay attention to your habits. “I could have been a Rhodes Scholar, except for my grades.” – Duffy Daugherty ...
In Your Demos, When You Say “If…”
In your demos, when you say “if,” you are making a major error! When you say “If,” you are creating a branched pathway that ...
In the Spotlight Podcast – Doing Discovery
I joined Roi Carmel of Spotlight.ai for this delightful discussion: “Join us for a masterclass in modern sales methodology in this pivotal episode of ...
In Doing Discovery and Delivering Demos, What’s an Expert?
I’ve heard numerous people identify themselves or others as “experts” in executing discovery and presenting demos, which makes me wonder: What’s a practical definition ...
In a “Bake Off?” Demo First!
When in a competitive “bake off” or similar situation where multiple competitors will deliver demos to a prospect, be first. Why? Two reasons! Being ...
Illustrations Article: Doing the Last Thing First!
Illustrations: Doing the Last Thing First! An Advanced Never Stop Learning! Article “Wow!” exclaimed the CRO, “You really nailed it. That’s exactly what I’m ...
Ignition Demos – A Rather Huge Unmet Need and Opportunity
Prospects that are “Just Browsing” are underserved in traditional sales approaches yet consume valuable and expensive presales resources.
I’m Curious About Curiosity…! What Makes Us Curious and Why?
A certain level of curiosity must be evolutionarily advantageous. It certainly aids in doing discovery! Daniel Berlyne’s research on curiosity might offer some clues: ...
I Have to Point This Out…!
Be aware of how you point in your face-to-face demos – you may not realize what you are communicating! On a Mediterranean island, I ...
Hybrid Demo Meetings – The Challenges of Mixed Face-to-Face and Remote Audiences
What is the strategy for handling situations where you are face-to-face with one group of prospects and other participants are connecting remotely?
How to Rake Your Way into the Future of Presales
Keeping up with the rollercoaster of changes, or ‘new normals’ if you will, is something we’re all facing in the middle of this COVID-19 commotion. ...
How to Give Better Software Demonstrations
The software demonstration is the moment of truth. It’s when you show the customer what their life will be like with your product, and ...
How to AVOID Discovery Feeling Like an Interrogation
Discovery should be perceived by your prospects as a two-way conversation, where both parties take away useful information. “A conversation is a dialogue, ...
How to AVOID Discovery Feeling Like an Interrogation
“A conversation is a dialogue, not a monologue.” – Truman Capote Discovery should be perceived by your prospects as a two-way conversation, where both parties ...
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 ...
How Much of Your Time Is Wasted in No Decision Outcomes?
Sadly, if you are in B2B sales or presales, an average of 45% of your time is wasted in sales opportunities that go… nowhere! ...
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 ...
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 ...
How Much Discovery Is Enough?
Vendors constantly struggle to answer this question – so let’s address it! How much discovery is enough? Is it… When you have a qualified ...
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? ...
How Many Mouse Clicks?
Ask yourself, “Am I really presenting our software in the best possible way – am I really using the fewest number of clicks?”
How Many Mouse Clicks Are in Your Demos? Beware the Horrors of Click Fatigue!
Perform and record your typical demo and count the mouse clicks. How many clicks were there? 10-25? Bravo for you! 50? OK… 100? Oh ...
How Is Memory Strength Like a Spiderweb?
The more strands and attachment points the better! Have you ever seen a spiderweb in a good breeze and been amazed at its tenacity? ...
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 ...
How Is Cooking Like Doing Discovery and Demos?
Because cooking (successfully, that is!) requires methodology. Wait… Cooking is a methodology? Most definitely! Cooking successfully requires you to know what to do, how ...
How Is “Doing Discovery” Like Bacon?
Because bacon complements almost everything! Doing Discovery similarly complements and improves all sales and presales methodologies: MEDDIC? Oh, absolutely! MEDDPICC? You betcha! Challenger? Uh ...
How Does the Anchoring Effect Impact Demos?
You are all aware of the Anchoring Effect, of course… But does the Anchoring Effect also apply to images and other entities in addition ...