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Are You Buying It Back? An Analogy!
You are in a restaurant and ask for a glass of wine. Your waiter brings the glass and a full bottle of wine to ...
Are You Buying It Back?
“We’re gonna need a big discount…” declared the prospect. “What? Why?” reacted the salesperson, clearly surprised. “In the demo, you showed us a lot ...
Are You at the Top of Your Game?
I pity customer-facing folks who perceive themselves as “at the top of their game.” Why? Because that means there is only one direction they ...
Are You a Demo Expert? – Why Experts Should Feel Uncomfortable
If you are a Demo Expert, you should be consciously uncomfortable. You should always be alert to find ways to improve your practice.
Are We Really Getting Better? A Sobering Analysis of Presales Practices!
“Learning never exhausts the mind.” – Leonardo da Vinci This article is for all of us who are experiencing the Dunning-Kruger effect, have experienced it, or will experience it. And if you ...
Another Type of Demo?
How often do you think prospects come to your website simply to explore “what’s out there?”
Another Member of the Sales Prevention Team
A lack of situational awareness can be costly. “It’s the little details that are vital. Little things make big things happen.” – John ...
Another Member of the Sales Prevention Team
Want a horror story? (I love sales and demo horror stories!) “It’s the little details that are vital. Little things make big things ...
Another Face-to-Face Demo Tip: Not a Fan of Laser Pointers!
Why? Numerous reasons: There is a terrible tendency for presenters to circle the spot around and around and around, leaving the audience watching the ...
Annualize Your Value Statements!
How is 1 day per week worth 2 FTEs? When communicating value, we need to present the largest reasonable figures. One simple way to ...
An Online Oops… A Sales Prevention Team True Story!
“It’s the little details that are vital. Little things make big things happen.” – John Wooden A lack of situational awareness can be ...
An Occasional Daily Quote
“There are three types of people in the world: those who can count precisely and those who cannot.” – Anonymous
An Occasional Daily Quote
“The right word may be effective, but no word was as effective as a rightly timed pause.” – Mark Twain
An Occasional Daily Quote
“Learning never exhausts the mind.” – Leonardo da Vinci
An Occasional Daily Quote
“Don’t sell me a product, sell me an experience!” – Anonymous
An Occasional Daily Quote
“Your audience craves meaning before detail.” – John Medina
An Occasional Daily Quote
“It is better to ask some of the questions than to know all of the answers.” – James Thurber
An Occasional Daily Quote
“If you have an important point to make, don’t try to be subtle or clever. Use a pile driver. Hit the point once. Then come back and ...
An Occasional Daily Quote
“I am the world’s worst salesman, therefore, I must make it easy for people to buy.” – F. W. Woolworth
An Occasional Daily Quote
“Listening to other companies’ customers is the best way to gain market share, while listening to the visionaries is the best way to create ...
An End of the Quarter Dialog
This same conversation occurs hundreds of times, all around the world every year! “A man who carries a cat by the tail learns something he can ...
An Advent Calendar for SKOs? Sure!
“A story a day,” says a colleague… What an intriguing idea! A CRO colleague sent me a message that he is buying copies of ...
An Abbreviated Cultural Translation Table
When shown a new software feature… An American will say, “Wow, that’s awesome!” A German will say, “Ja, well, it is adequate.” And ...
Amplify Presales’ Voice!
For years, many presales leaders, managers, and staff have lamented their comparative lack of a substantial “voice” in discussions of sales opportunities, particularly in ...
Aligning Your Communication of Value
“And if you use our tool,” said the salesperson, “you’ll save millions every year!” The response from the prospect team was indifferent, even quietly ...
AI Is Changing PROSPECT Expectations!
AI isn’t just impacting vendors; it’s also driving changes on the buyers’ side of the equation. For example, prospects today expect that vendors will ...
AI and Humans: Perhaps Not So Different?
Someone recently posted that they “had watched twenty demos” and dispensed advice based on this limited experience. I thought, “Oh, that’s so cute: twenty ...