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What’s Your Discovery-to-Demo Ratio?
Do you track your Discovery-to-Demo Ratio? You should!
What’s the Fastest Way to Infuriate a Prospect Executive?
Be LATE for a meeting that YOU scheduled with them! Remember: Being early is on time; Being on time is late; And being late ...
What’s the Difference Between Empathy and Sympathy?
Nearly everyone today talks about the importance of empathy: Showing empathy in sales calls, being empathic in discovery conversations, and even “leveraging empathy to ...
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/
What’s the Connection Between Monday Morning and Vision Generation Demos?
Think about what you did first thing on Monday morning. (I mean, after you consumed the comics or the sport scores or other news…!) ...
What’s a Story? What’s a Good Story? What’s a Great Story?
Articulating pain, followed by a few features, and then a value statement is not a compelling story: it is simply an advantage or benefit ...
What’s a Good Story?
Are You Telling Stories or Just Reciting Facts? Part 2: What’s a Good Story? “You need a search capability, we provide that capability ...
What’s “Better”?
I suspect that today’s buyers for complex solutions care less about “whose product is better” and more about “who would you prefer to do business ...
What’s the Value of Better Demos
For the clueless, not a thing. But for those who are awake and aware, better demos are exceptionally valuable…
What You Are Looking at Here Is…
Nearly all people presenting demos show screens of their software. Very few bring those screens alive!
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 ...
WHAT Time Is that Meeting?
Be aware that different countries start and end Daylight Savings Time on different dates! So, what was once a comparatively comfortable time to meet ...
What Should Stand-up Comedians and Presales Have in Common?
What can presales (and other customer-facing folks) learn from stand-up comedians about demos and presentations? They test, discard, keep, refine, and harden new and ...
What Should Purple Cows and Demos Have in Common?
(What makes your demos remarkable?) In 2003, Seth Godin published “Purple Cow: Transform Your Business by Being Remarkable” which urged organizations to make and ...
What Props or Visual Aids Have You Used in Your Demos?
Here is a terrific visual aid story that I saw in a face-to-face demo meeting: The vendor rep was discussing how their solution eliminated ...
What Percent of Your Demos Are for New vs. Renewal vs. Expansion Business?
We are very interested in the results of this informal study – and what we learn may yield some very interesting strategies and skills…!
What Level of Vendor Dress Is Appropriate Over the Web? T-Shirts?
I was watching a demo recently and noted that both vendor participants (sales and presales) were wearing T-shirts – what are your thoughts on this
What Is Uncontrolled Vocabulary?
“And we offer the highest degree of allowlisting,” said the sales rep. There were blank looks from the majority of the prospect players in ...
What is the significance of 33334?
That’s how many copies of Great Demo! have been purchased (not including those that have been resold or passed around). This means that at least ...
What Is the DIKW Pyramid – Why Is It Important and Where Do You Sit?
Data Information Knowledge Wisdom “The DIKW pyramid is a framework for transforming raw data into actionable wisdom through four progressive stages: Data, the raw ...
What is the Calculus of Sales?
Critical Moments! What is the Calculus of Sales (or more accurately, what is the Calculus of Buying)? It is understanding what happens moment by ...
What Is Suspending Disbelief?
Announcing the launch of Suspending Disbelief: A Collection of Sales, Presales, and Marketing Stories (and Lessons Learned)! Suspending Disbelief presents thirty-five engaging and occasionally ...
What is Situational Fluency?
“Situational fluency is the ability to accurately read and adapt to a specific situation, including understanding and responding to the needs and preferences of those ...
What is Lead Churn?
Have you ever reached out to a vendor to learn about an offering – and been refused? Have you ever clicked the “Book a Demo” ...
What Is Incremental Discovery?
It’s been a while, and you realize it’s time to check-in with an existing prospect or customer. You ask, “What’s changed since we last ...
What Is a Discovery Methodology? Why Is It Important?
A handful of questions is not sufficient! Effective discovery requires knowing when and how these questions and associated skills should be applied. Should a ...
What Is a Compelling Image Worth in a Demo?
Multiple Choice: A) One compelling software screen, properly presented, is worth 1000 words. B) One compelling software screen, properly presented, is worth 1000 mouse ...