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Debilitating Demo Diseases – Clairvoyance Annoyance (Premature Elaboration)
Symptoms: Prescience. Answering questions before your prospect can get their full question out of their month because you’ve heard them all hundreds of times ...
Debilitating Demo Diseases – Autodemo Hell (Cluelessness in Automated Demos)
Symptoms: Automated demos lack context, relevance, and rationale. Patient assumes that all prospects have the same problem, the same challenges, and the same objectives. ...
Debilitating Demo Diseases – Additional Afflictions
We continue the compendium of debilitating demo diseases that commonly afflict sales, presales and marketing teams when preparing for and presenting demos.
Death by Corporate Overview (A Never Stop Learning! Article)
What’s in this article for you? Why corporate overview presentations are a bad, costly habit. Two terrific solutions. One adequate solution, if you can’t ...
Dealing with “Just Show Me a Demo”? Here Are 7 (Gentle, But Firm) Methods to Move into a Discovery Conversation…
Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive discovery conversation. ...
Dealing with “Just Show Me A Demo” – Here Are 5 (Gentle but Firm) Methods to Move into a Discovery Conversation…
Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive Discovery conversation. ...
Dealing with “Just Show Me a Demo?” Seven Methods to Move into Discovery
Far too often, prospects demand, “Just show me a demo…!” when we know the correct approach is to invest, mutually, in a discovery conversation. But ...
Dealing with “Just Show Me a Demo?” Seven (Gentle, But Firm) Methods to Move into Discovery
Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive discovery ...
Data – Information – Knowledge – Wisdom: Where Are You on This Spectrum for Discovery?
Here’s an example of the DIKW progression – contemplate sailing in the ocean: Data: The wind is blowing at 30 knots. Information: The forecast ...
Data – Information – Knowledge – Wisdom: Where Are You on This Spectrum for Demos?
Here’s an example of the DIKW progression – contemplate crossing a small lake in the winter: Data: The temperature is below freezing. Information: There ...
Curiously Intriguing Thoughts for 2025 (and Beyond)!
Do the Last Thing First! 42% of all statistics are made up… Improvement is an evergreen process! Avoid Buying It Back! Secure the order ...
Curious AI?
I’m interested, no, I’m excited about the possibility of AI being trained to be curious. It’s (comparatively) easy to uncover general trends and typical ...
Curiosity: an Evolutionarily Advantageous Trait
This is a mulberry tree (thanks, Vincent), what could you use it for? There are (at least) two applications that resulted in hugely significant ...
Critical Dates Have TWO Components – Plus a Subtlety…
Critical Dates have two components: The actual date and the driving force. In response to a discovery question from you, your prospect ...
Critical Dates – Prevent Prospect Procrastination
“Your prospect’s Critical Date is not your end of quarter…!” Vendor sales teams at the end of every quarter and especially at the end ...
Critical Business Issues: A Brief Exploration of What, Why, When, and How
Check out this 4.5-minute video that examines the importance and use of Critical Business Issues in sales and buyer enablement processes. Many thanks to ...
Critical Business Issue?
Many people struggle to understand the (critical!) difference between a Critical Business Issue and “pain” (or Problems/Reasons). Here’s an easy example to help clarify… ...
Creating Demos That Sell: Leveraging AI to Win Over Customers
I’ll be joining the fine folks at PuppyDog.io for this exploration of proven practices and cutting-edge technology: Wednesday November 13 at 9:00 AM Pacific ...
COVID-19, Presales, and Leadership
This is a critical time for presales folks to leverage their trusted advisor status to lead and guide our customers in operating and communicating over ...
Could Your Demos Be Better? (Part 2!)
Which of these do you (or your team) suffer from? You don’t customize the data to match your prospect’s industry/vertical Your data time-series, action ...
Could Your Demos Be Better?
Consider this a checklist and identify where you could do better...
Could Your Demos Be Better?
Which of these do you (or your team) suffer from? You didn’t do any discovery You did qualification, but not discovery You have no ...
Coronavirus and Remote Demos
With the growing concerns about the COVID-19 coronavirus, organizations are cancelling large gatherings and working reduce exposure for employees, third parties and customers. Accordingly, there ...
Cool New Tool!
From the vendor: “Spotlight.ai is an Autonomous Deal Execution platform revolutionizing enterprise sales. We help sales teams win more deals by transforming how opportunities are autonomously ...
Cooks, Chefs, Discovery and Demos
Are You a Cook or a Chef? Insights into Personal Growth With respect to doing discovery and delivering demos, are you a cook or ...
Consistency of Passion: A Unique Attribute?
I’ve encountered numerous presales folks who say they are deeply passionate about what they do. That’s both terrific and desirable. However, I’ve also heard ...
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 ...