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Tell Your Prospects “It’s OK to say no…”
Most people, as prospects, don’t want to say “no” to sales teams. We are typically more comfortable to say “yes” to small steps than
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Advanced Topics
Discovery Effectiveness and Product “Fit”
Discovery is a simultaneous exploration of prospect “fit” on the part of the vendor and solution “fit” on the part of the prospect. Good
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Demo Hack: New vs Save As
In demos, how many times have you seen someone build a new dashboard or process flow from scratch, step by step? I’m always amazed
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Start Your Demo in Email?
Oh, yes! What do most people do when they arrive at their desks each morning? They check their email. (Yes, and some browse their
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“If you can’t explain it simply, you don’t understand it well enough.”
“If you can’t explain it simply, you don’t understand it well enough.” – Albert Einstein Nothing crystalizes our understanding of an idea or topic
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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.”
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The Fallacy of Baselines
In the past, I’ve recommended “establishing a baseline” as the starting point for tracking metrics. “Track a few quarters to establish a baseline,” I
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Face-to-Face Discovery Online? Consider a FaceTime or WhatsApp Walk-Through!
Many vendors know that visiting your prospects face-to-face facilitates superior discovery, particularly for industries like manufacturing, warehousing and distribution, retail, etc. In my own
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Advanced Guidance: Discovery and Demos for Renewals and Expansion
NOTE: This is advanced material, suitable for senior presales, sales, and customer success individual contributors and leaders! What’s in this article for you? Guidance
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Establishing Rapport vs Developing Relationships Online
I’ve been experimenting with how to build relationships when limited to online meetings. I find that reserving a few minutes at the end of
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