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A “Thank You for Your Time” Alternative
Many vendors offer the phrase, “Thank you for your time…” when starting or completing a meeting with a prospect, often adding “I know your ...
A “Thank You for Your Time” Alternative
Many vendors offer the phrase, “Thank you for your time…” when starting or completing a meeting with a prospect, often adding “I know your ...
7 Tips to Create Compelling Sales Presentations That Convert
Are you tired of giving sales presentations that don’t seem to grab your audience’s attention? Do you want to create presentations that convert and ...
7 Thoughtful Habits for Web Meetings
Consider using face-to-face meeting practices as a model for web meetings.
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…!” ...
24 Demo Nuggets: The Tony Moze Podcast – The Psychology of a Great Demo!
I joined Tony Moze for this 59-minute exploration of: The origin stories behind Great Demo! and “Do the Last Thing First” The value of ...
2022 SE Trends Series Interview
Natasja Bax, Great Demo! EMEA Partner, joined Navattic for Episode 6 of the 2022 SE Trends Series. They discussed:
2020 DEMOFEST Presentations Recordings
The recordings of Peter Cohan’s “7 Habits for Stunningly Successful Demos” presentation and Julie Hansen’s “Acting Tips for Connecting On-Camera” as well the other DEMOFEST ...
2 Enlightening (and Frightening) Sales Stats
The Brevet Group compiled some delightful observations in their “21 Mind-Blowing Sales Stats” post. Numbers 14 and 15 are particularly interesting...
(If you only read ONE article this year, this is the ONE!) The Incredible Value of Value Realization Events
“Every diagnosis and treatment need a corresponding prognosis…!” – Me Wouldn’t it be a delight to dramatically differentiate in discovery? It’s easy! Once your ...
“You Must Now Show Us How…!”
Early Experiments with Great Demo! Illustrations One hundred years ago I was working out of our Swiss office with the mission to “Achieve deployment ...
“You Changed My Life…!”
Every now and then I receive a message like “Your Great Demo! changed my life…!” or “Doing Discovery has dramatically reshaped my process for ...
“Yes, But” = ?
“You’ve got a big fat butt!” exclaimed my roleplay partner Steve, triumphantly. We were at a sales kickoff training session where the speaker exhorted ...
“We Tell Great Stories but We Lose the Business…!”
This lament came from a head of sales. He noted that they had invested in storytelling training, thinking that storytelling skills would give his ...
“Walk You Through Our Demo?”
Why do people always offer to “walk” me through a demo of their software? Frankly, I’d prefer to run! “Walking” implies a long, detailed, ...
“Two-Finger” Pointing in Face-to-Face Demos
Have you ever noticed how airline flight attendants point during their safety briefings? Most use the “Two-Finger” method. Why? Because it is the clearest ...
“This book is the book I never knew I needed to read!”
“This book is the book I never knew I needed to read!” – Adam Freeman Great reading over the holidays (any holidays!). Doing Discovery!
“The Culture Map” – A Brain-Expanding Book!
I’m pretty well traveled and have been in customer-facing roles across the U.S., the UK, Continental Europe, Russia, parts of Asia and Latin America, ...
“Thank You for Your Time…” Alternative
Many vendors offer the phrase, “Thank you for your time…” when starting or completing a meeting with a customer, often adding “I know your time ...
“Tell Show Tell” Risks!
Many people in sales and presales have been taught to “Tell Show Tell” when demonstrating their software. It’s a good approach, but you need ...
“Supposing is good, but finding out is better.”
“Supposing is good, but finding out is better.” – Mark Twain Just because all your existing customers suffered from X, Y, and Z doesn’t ...
“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 ...
“Remember When I…?”
In your demos when you find yourself saying, “Remember when I…” it means your demo is too complicated! And here’s your GPS for ...
“Recently, I Stumbled upon a True Gem…”
“I’ve read over 30 sales and management books—Gap Selling, Sandler, Challenger, MEDDPICC at Infobip—and every abbreviation in between. But recently, I stumbled upon a ...
“Oh, good question…!”
When doing discovery, any time your prospect says, “Oh good question…!” it means you’re doing really well! Why? Because you’ve tapped a topic that ...
“Must read for any PreSales professional”
“I wish I had read this book when I first started in PreSales. It is full of valuable frameworks for success, including situation slide ...
“Mousing” in Demos
How important are your mouse movements in your demos? Very! Consider a typical live 1-hour demo: When delivered over the web, most (or all!) ...