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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 ...
Repeat a Demo?
No human should do the exact same demo twice…!
Technologies Change but Problems Remain the Same
Technologies change over time but the problems remain the same…! Regardless of the technology, people and companies seek “better, cheaper, faster,” and “couldn’t be ...
Discovery Don’t: BANT!
Don’t rely on BANT (“Budget, Authority, Needs, Timeline”) to determine whether a lead is qualified or not. Why? As the head of my business ...
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 ...
Presales Warning: beware!
Broad, generalized statements about presales are exactly as useful and accurate as broad, generalized statements about any other discipline! (Like this one!) Why post ...
Time Machines!
Save yourself years! These books (and corresponding Workshops) are time machines, compressing decades of learning, experimentation, improvement, and evolution into a few hours. You ...
Demo or Discovery Questions? The Answer May Already Be Here!
Do you have a question about demo or discovery practices, methods, or skills? Looking for a tip to improve? The answers may already be ...
Is “If it ain’t broke don’t fix It” Wrong?
Yes! Consider: “If you always do what you’ve always done, you’ll always get what you’ve always got.” – Henry Ford “If you have always ...
“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 ...
Time Management Tip
Block 15 minutes BETWEEN calls to give you time to clean up from the previous call and prep for the next…!
Personal Learning: How Deep Do You Want to Go?
With respect to your discovery and demo skills: Do you want to be perceived as below average, average, slightly above average, much better than ...
Demo Do: What’s the Significance of 76 Seconds?
That’s the average time between “speaker switches” in the most successful demos (from a Gong study of thousands of software demos a few years ...
How Many Skills Are Needed to Present a Single Screen in a Software Demo?
Take a guess, first…! Now consider: Which screen(s) to choose and why? When to present (e.g., beginning, middle, end)? How to introduce the context? ...
Demo Don’t: “What We Call…”
I was watching a demo yesterday and heard the presenter use the phrase, “What we call a ___” multiple times. Was it important that ...
What Does “We Eat with Our Eyes First” Have to Do with Demos?
“We eat with our eyes first”: Apicius (a 1st century Roman gourmand) purportedly make this statement – and it’s also true for demos! Don’t ...
Demo Do: Post-Demo Reviews
How many of you do regular post-demo reviews (aka “curbside reviews”)? What do you assess? For example: What went well? What could have been ...
Demo Don’t: “I like sausage, but I don’t necessarily want to see how it’s made…!”
In demos, present the “What” but only show the “How” if the prospect asks! (See Great Demo! Third Edition for the delicious recipe for ...
Demo Do: Let Your Champion Drive!
Demo Do: Let Your Champion Drive! A Never Stop Learning! Article “Stand away from the mouse and nobody will get hurt!” – Salesperson ...
Buying Process vs Rebuying Process?
Buying processes, as typically defined by most vendors, run from initial contact to the close. Perhaps we should rethink this and consider a richer ...
Demo and Discovery Do: Five Answers for “Can it do ___?”
Vendors often get questions during demos and discovery calls from prospects and customers who want to know, “Can your software do ___?” The best ...
Demo and Discovery Do: Pause Before Answering
Ah – the Power of the Pause! Even if you already HAVE an answer to a question, sometimes pausing thoughtfully for a moment gives ...
The Power of Analogies and Metaphors in Demos and Discovery
The Power of Analogies and Metaphors in Demos and Discovery A Never Stop Learning! Article “The world is full of hopeful analogies and handsome, ...
A Simple Test for Discovery Skills: How Do You Rate?
Yes, really simple! Take a look at your Talk:Listen ratio: 45:55 – If you are here or better (less talking), congratulations! You are at ...
Demo Don’t: Rampaging Pronouns!
I was watching a demo today and heard the vendor use a pile of personal pronouns in their delivery: Multiple and mixed uses of ...
One Picture = One Great Software Screen = ??
If one picture is worth 1000 words, then one great software screen is worth 1000 mouse clicks!
Demo Caffeine!
“Ready to transform your demos from “show up and throw up” to decisive deal catalysts?” I joined Tom Pisello the “ROI Guy” and April ...