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Discovery Don’t #3 Use a “Disco Demo”
(This one will be contentious!) “Disco Demos” or “Discovery on the Fly” are simply other terms for Harbor Tour demos, but where the vendor ...
Discovery Don’t #2 Don’t Do Enough
This is the most common Don’t! Far too many vendors simply identify “pain” and then launch immediately into proposing “solutions.” This is amusingly known ...
Discovery Don’t #12 Ignore Poor Solution “Fit” and Proceed with the Sale
Have you ever purchased shoes or clothes that didn’t fit? Most likely they saw more closet time than their colleagues! Poor product or solution ...
Discovery Don’t #11 Don’t Explore Cultural Attributes
Most vendors’ discovery questions focus on uncovering and understanding “pain,” and a few examine impact and tangible value. But it is the rare vendor ...
Discovery Don’t #10 Don’t Align Discovery with Job Title
A salesperson colleague shared a sad story that offered a great lesson: Discovery questions and topics need to align with your prospect players’ job ...
Discovery Don’t #1 Don’t Do Discovery at All!
Assume that all prospects are completely alike and have exactly the same needs, interests, and situations. While parts of this may be true (that’s ...
Discovery Do: Prospects WANT to Be Discovered…
Prospects with complex problems want to be discovered, but they are cautious. It’s like to going to see a doctor about a problem: You ...
Discovery and the Visible Spectrum: What Do You See?
Imagine it is sunset… Beautiful colors ranging from brilliant oranges to deep violets: An entire spectrum! Or is it? Nope! We humans see only ...
Discovery and Demos for Transactional Sales Cycles – When More Must Be Less (And Less More)
Is it possible to complete an introduction, engage with a Vision Generation Demo, segue into a Discovery conversation, deliver a brief Technical Proof Demo, and ...
Discovery and Demos for Renewals and Expansion
Discovery and Demos for Renewals and Expansion A Never Stop Learning! Article What’s in this article for you? Guidance for doing discovery and ...
Discovery and Demos Across the Technology Adoption Curve: How to Avoid Crashing into the Chasm
Discovery and Demos Across the Technology Adoption Curve or How to Avoid Crashing into the Chasm (A Never Stop Learning! Article) What’s in ...
Discovery and Demos Across the Technology Adoption Curve – Part 2: Encountering the Edge
Discovery and Demos Across the Technology Adoption Curve – Part 2 Encountering the Edge Or Why Don’t They Get It? (A Never Stop Learning! ...
Discovery and Demo Strategies and Tactics for Transactional Sales Cycles DEMOFEST Presentation
Discovery and Demo Strategies and Tactics for Transactional Sales Cycles
Discovery and Demo Don’t: “Your Current Solution”
I frequently hear vendors talk about “your current solution” in discovery conversations and demos with prospects. Using the word “solution” implies that the problem ...
Disasters Neatly Averted – Dealing with Day-in-the-Life Demos
A colleague once cynically commented, in response to a request for a “day-in-the-life” demo, “Give me a week and I can show you a day-in-the-life…” ...
Dimensions of Discovery – Webinar Recording Available Now
Does one size of discovery fit all prospects? Nope! A surprising number of dimensions impact your discovery effectiveness, beginning with your very first contact ...
Digital Wildcatters’ “Tripping Over the Barrel” Series – Podcast Available Now
“We brought back the Demo Guru, Peter Cohan, back for another session. Last time Peter blew our minds and completely changed our approach to speaker ...
Differentiating?
I find it fascinating that so many vendors include a slide (or two) in their corporate overview decks on “How We Are Different”…
Did You Just Suffer This? An End of the Quarter Dialog…
It was December 27, and I was working in my office when the phone rang. I picked it up and said “Good morning…” The ...
Diary of a Sales Engineer: Engaging Conversation!
From the diarists: “This week on Diary of a Sales Engineer, Ryan Krueger and I had the honor and privilege to sit down with ...
Diary of a Sales Engineer – Storytelling Episode!
From the fabulous Hosts: “Stories are what make us human. They’ve helped us pass down knowledge and values for generations. Take the tortoise and ...
Diagnose and Ignore? Another Sales Prevention Team True Story!
“You can ignore reality, but you can’t ignore the consequences of ignoring reality.” – Ayn Rand The prospect had invested in several hours ...
Demostack Road Show 1-Minute Discovery Snapshot
“The most common issue that sales teams struggle with? Discovery. Peter Cohan breaks down how to best understand the other side's point of view.”
Demos: The Elegant Art of Managing Questions and Time
(And Avoid Getting Lost in the Weeds) “Demos should be perceived as structured conversations…!” You are in the midst of delivering a ...
Demos: Stuff Over Fluff
If your demo content isn’t meaningful, adding decorations won’t help. In fact, it may hurt! “Get your facts first, then you can distort ...
Demos: Puzzles or Mysteries?
What’s the difference between a mystery and a puzzle, with respect to demos? With a puzzle, the more information you have, the closer you ...
Demos, Discovery, and AI: Fireside Chat Recording
Great weekend listening: We unpacked a lot in this 47-minute conversation! Minutes:Seconds 00:30 Welcome and background 02:15 How and why Fahad founded PuppyDog.io – ...