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The Silent Killer of Sales: Presales Professionals’ Inability to Articulate Value
As presales professionals, we’re the front line of any successful sales effort. We’re the ones who bridge the gap between the technical capabilities of ...
The Significant Failure of Traditional Demos in Modern Selling
While this information does not signal the demise of the seller’s role, it does require that we use more advanced and effective mechanisms to influence ...
The Sales Hustle Podcast – Great Demo! & Doing Discovery Insights
“Sales, presales, and the tools that get us there…” I joined Miles Martin for this 40-minute exploration of: Intro – with a reverse! Experiences ...
The Sales Distraction Team
This took place when screen sharing was still comparatively crude. “You can always find a distraction if you’re looking for one.” – Tom ...
The Sad Story of the Way Cool Tool: A Surprising Product and Demo Lesson!
Drawing tools are always evolving, seeking to improve and streamline image and diagram production. And in the world of chemistry, drawing chemical structures has ...
The Sad Story of the Way Cool Tool
Once upon a time, our product manager and development team created a chemical drawing capability that enabled chemical structures to be generated with a ...
The SaaS Backwards Podcast and Great Demo!
Why Your Demos May be Costing You Deals I joined the fine folks at Austin Lawrence Group for this 35-minute conversation: 00:45 Provocative Questions! ...
The Role of Sales in Great Demos – Part 3
Today we finish our Goldilocks story with the second half of “just right!” Delivering demos should be perceived as a “team sport” when two ...
The Role of Sales in Great Demos – Part 2
Yesterday’s post was the first half of a Goldilocks story: Too little, too much. Today we enjoy “just right!” Salespeople have a specific ...
The Role of Sales in Great Demos – Part 1
Regarding the role of sales in demos, here’s what NOT to do: Nothing. Way too much. Far too many salespeople contribute far too little ...
The Reverse Demo: A Fabulous Discovery Method!
If you are looking to displace an existing system (either a competitor or customer-built), a wonderful approach is to ask for a “Reverse Demo.” ...
The Reverse Demo: A Fabulous Discovery Method!
If you are looking to displace an existing system (either a competitor or customer-built), a wonderful approach is to ask for a “Reverse Demo.” ...
The Reverse Demo: A Fabulous Discovery Method!
“Before I demo to you, why don’t you demo to me?” If you are looking to displace an existing system (either a competitor or ...
The Reverse Demo: Before I demo to you – why don’t you demo to me?
If you are looking to displace an existing system (competitor or customer-built), a wonderful approach is to ask for a “Reverse Demo”.
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, ...
The Power of “You” in Demos
It’s You Not We Who can solve your customers’ problems? Is it you, your customers, or both? It may seem like it should be ...
The Origin of Value Realization Events: A Delightful Differentiator!
Waaay back at the turn of the century (2000, not 1900), I purchased a CRM system for my organization, amounting to an investment of ...
The Opposite of Active Listening?
How many of us find ourselves forming a response to a prospect or customer comment or question, well before they have finished speaking? I’d ...
The Next Beginning?
Stephen Covey said, “Begin with the end in mind.” I would add, “End with the next beginning in mind!”
The Myth of the Informed Buyer – And the Importance of Vision Reengineering!
Do you know everything about the products you buy? “Informed decision-making comes from a long tradition of guessing and then blaming others for ...
The Myth of the Informed Buyer
SiriusDecisions, Forrester, and others note that buyers have often completed 67% of their buying journey before engaging with live sellers. This has resulted in an ...
The Myth of the Informed Buyer
“They don’t know what they don’t know…!” Analysts observe that buyers have often completed 67% of their buying journey before engaging with live sellers. ...
The Million Dollar Demo and the Good Little Salesperson
Once upon a time, there was a software company, with a Good Little Salesperson.
The Menu Approach: Two More Applications!
How else might you use The Menu Approach? Tradeshows: Dealing with “Show Me A Demo…” If you have ever worked a demo station ...
The Menu Approach: A Few Important Subtleties
Not all votes are *ahem* equal! When counting votes, remember that businesses are not necessarily democracies, and all votes are not necessarily equal! For ...
The Menu Approach – An Example!
More on a Truly Terrific Demo Self-Rescue Technique You’ve been asked to present a demo to a prospect team of dozen people, about which ...
The Menu Approach – A Truly Terrific Demo Self-Rescue Technique
Have you ever been in a situation where: a. You find yourself in front of an audience about which you know nothing of their needs ...