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A Painful “No Decision” Analogy…
Imagine that you own and operate a nice restaurant. How would you feel if you took reservations from 100 folks for an evening of ...
Too Complicated – A Demo Horror Story
Note – this story is a sample from the freshly released Third Edition of Great Demo! Too Complicated – A Demo Horror Story ...
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 ...
Execute ALL Demo Pathways with the Fewest Number of Steps!
In Great Demo!, I describe executing the Do It pathway as using the fewest number of steps (see page 157 in the recently released ...
Lit Fest Recording: Reduce Your No Decision Outcomes – The Single Largest Waste of Sales Teams’ Time
On average, 45% of all forecasted opportunities result in No Decision outcomes. This means that nearly half the time spent working sales opportunities is ...
“Spend” vs “Invest”
I’ve noted that many of the most successful, seasoned sales and presales folks use the term “invest” when discussing price and value with prospects ...
“They Said They Need It Yesterday…”
That’s good, right? Nope. They didn’t take action yesterday, or the day before, or the day before that, or before that… Every day that ...
The Sales Hustle Podcast – Great Demo! & Doing Discovery Insights
“Sales, presales, and the tools that get us there…” I joined Miles Martin for this 40-minute exploration of: Intro – with a reverse! Experiences ...
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! ...
Reduce Your “No Decision” Outcomes – The Single Largest Waste of Sales Teams’ Time
On average, 45% of all forecasted opportunities result in No Decision outcomes. This means that nearly half the time spent working sales opportunities is ...
Maximizing ROI from a Great Demo! Workshop: Post-Workshop Implementation Strategies
Do you want to know how you can supercharge the success of your Great Demo! and Doing Discovery workshop? You and your team have ...
Do No Decision outcomes increase during economic downturns?
Do No Decision outcomes increase during economic downturns? What do you think? What is the impact?
Presales: A Multi-Dimensional Cultural Ecotone
“An ecotone is a transition area between two biological communities, where two communities meet and integrate.“ Ecotones, such as coastal and mountainous regions, are ...
Considering Presales? Interviewing? Newly Hired? Check Out This Path to Presales Podcast
I joined Matt Madden for this 1-hour exploration of your first few steps into presales and opportunities to accelerate your journey. We discussed: The ...
What Are the Advantages of Doing Better Discovery in Challenging Economic Times?
What Are the Advantages of Doing Better Discovery in Challenging Economic Times? Higher likelihood of achieving your objectives Reduced risk of being laid off ...
Two Presales in a Pod – Podcast Recording – Champion Enablement
If you are hungry for more recordings, here is a wonderful appetizer for you: Episode 66 – Champion Enablement. From the Legumes: “This episode ...
DEMOFEST Recordings
Recordings are now available from the DEMOFEST sessions – many thanks to the fine folks at Consensus who facilitated the entire conference! Here are ...
Friday Fun – Amusing Presales Videos
Here are a handful of amusing and/or cynical presales-related videos for your viewing pleasure: – A Conference Call in Real Life – Zoom/etc. horrors ...
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 ...
Exceptionally Useful Doing Discovery Book Review
This is an extremely helpful review by Art Fromm of Doing Discovery, offering excellent guidance on how best to consume the book! “As a ...
30 Doing Discovery Insights: The Tony Moze Podcast – How to Do Discovery in Sales & Presales
I joined Tony Moze for this 65-minute exploration of: Why I wrote Doing Discovery “It’s not what I know, it’s what they tell me…!” ...
Vibe?
Are any you familiar with or have experienced using Vibe? (https://vibe.us/) I’m intrigued…!
Seven Validated Habits for Stunningly Successful Demos
Here are seven validated demo success factors that lead to closed business. These approaches map delightfully to Great Demo! and Doing Discovery principles while ...
Webinar Recording: Overcoming Sales Objections – Why Many Sales Objections Shouldn’t NEED to Be Overcome
You can find this 1-hour recording here! The actual webinar begins about 4.5 minutes into the recording. “Help me understand how to handle customer ...
ChatGPT for Analogies
One terrific use of ChatGPT is to suggest analogies (or metaphors) to aid in your descriptions of features, functions, problems, outcomes, etc. For example, ...
Demos and Prospects’ Mindset: Skeptical!
Most prospects have a skeptical, “prove it to me” mindset when they join a demo meeting, which means that vendors are starting their demos ...
The Silent Killer of Sales: Presales Professionals’ Inability to Articulate Value
As presales professionals, we’re the front line of any successful sales effort. We’re the ones who bridge the gap between the technical capabilities of ...