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Does LinkedIn Suffer from Brandolini’s Law?
“Brandolini’s law, also known as the bulls**t asymmetry principle, is an internet adage coined in 2013 by Alberto Brandolini, an Italian programmer, that emphasizes the effort of ...
Do You Use Ranging Probes?
Of course, you are familiar with Open and Closed Probes… What’s an example of an Open Probe? (THAT’s one!) And do you use Closed ...
Do You Track How Much Discovery Is Done?
Are you? Can you? Should you? What would you learn if you do track it? What are you missing if you don’t? Recommendation: At ...
Do You Suffer the Curse of Knowledge?
Far too many sales, presales, and customer success people assume that their understanding of their prospects’ and customers’ situations is accurate, because these teams ...
Do You Suffer from Platypus Demos?
The platypus has often been described as being “designed by a committee.” Many demos suffer similar challenges as they try to embrace the needs ...
Do the Last Thing First – Begin with the End: Why, What, When, and How?
Many folks now echo the guidance that the Great Demo! team has been teaching for years BUT: They don’t know the details! They trumpet ...
Do Real-time AI Coaching Tools Inhibit Active Listening?
Do real-time AI coaching tools inhibit active listening? What’s your experience?
Do No Decision outcomes increase during economic downturns?
Do No Decision outcomes increase during economic downturns? What do you think? What is the impact?
Do It Again? Great Demo! Methodology Evolution
A number of Great Demo! Workshop graduates noted that while the Great Demo! book uses the phrase, “Do It Again”, the current term used in ...
Do Best Practices Age?
Of Course! Best Practices Are Just Local Maxima… Five thoughts: What is currently considered a best practice today will likely be exceeded by another ...
Discovery: The Surprising Importance of Environment
Experience is knowing what questions to ask. “If at first you don’t succeed, that’s about average for a construction project.” — Sam “The ...
Discovery, Empathy, and Quid Pro Quo
Discovery shouldn’t be an inquisition…!
Discovery Tip and Story: Tour the Facilities!
An intriguing discovery dimension is learning about your prospects’ physical environment, and it can be differentiating. “The real voyage of discovery consists not ...
DISCOVERY Skills Assessment Time!
Where are YOU with the seven levels of discovery skills? Level 1: Uncovers statements of pain Level 2: Uncovers pain and explores more deeply Level ...
Discovery Questioning Skills – Doctors vs. Lawyers
When doing Discovery, consider using both types of questions – “Diagnostic”, simply seeking to understand the prospect’s situation, and “Biased”, seeking to move or change ...
Discovery on the Fly? Some Plane Thinking
The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the “Book a Demo” ...
Discovery Is a Journey – But with Major Destinations
Many people note, correctly, that “discovery is a journey” and that “discovery should be ongoing…” I’m in violent agreement! AND There needs to be clear ...
Discovery Empathy: “You Are Not Alone…”
One of the simplest ways to show empathy in a discovery conversation is to offer observations such as, “You are not alone…” in response ...
Discovery Effectiveness and Product “Fit”
Discovery is a simultaneous exploration of prospect “fit” on the part of the vendor and solution “fit” on the part of the prospect. Good ...
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 ...
Discovery Don’t BONUS! Don’t Encourage Your Prospect to Go Off Script
“Well,” said the salesperson, “We’ve covered all the questions on the list. Thanks for your time…” The prospect had been contemplating revealing another, very ...
Discovery Don’t #9 Ignore Key Elements to Avoid No Decision Outcomes
According to Gartner (and many others), No Decision outcomes (also known as “Do Nothing” or “Status Quo”) comprise forty-five percent of forecasted opportunities. For ...
Discovery Don’t #8 Don’t Communicate Discovery Info Throughout the Team
As a prospect, imagine investing several hours in discovery discussions with a vendor, only to have the vendor ignore the information you provided. Instead, ...
Discovery Don’t #7 Do Five Minutes of Discovery and Then Deliver Your Standard Overview Demo
Disturbingly, hundreds of vendors still plod unproductively down this pathway. It appears to be driven by vendors’ urge to show and tell rather than ...
Discovery Don’t #6 Do Five Minutes of Discovery and Then Present Your Corporate or Product Overview
I’ve watched and listened to hundreds of discovery calls and a very large percent suffer from this serious malady! It seems to be a ...
Discovery Don’t #5 READ Questions from a Long List
This is bad enough when inflicted over the web; it’s even worse when done face-to-face! The real issue isn’t the questions themselves, but rather ...
Discovery Don’t #4 Make It an Inquisition
This is a valid concern! Too many one-way questions can feel like an interrogation or inquisition. Hospital Analogy: Imagine being handed a ten-page questionnaire ...