A recent Great Demo! Workshop graduate asked, “How can we find relevant Critical Business Issues (CBIs) for prospects with job titles that are unfamiliar
A Clever Way to Identify Critical Business Issues – Before the Call! Read More »
Many, many folks have commented that having empathy is critical to connecting in sales. However, just saying “you must have empathy” isn’t sufficient! How often are
Let’s Talk About Empathy… Read More »
I was watching an Audi advertisement that showed a new Audi owner trying to decide which of four headlight display options to choose from…
Step-Change vs Optimization vs Refinement Read More »
I’m interested, no, I’m excited about the possibility of AI being trained to be curious. It’s (comparatively) easy to uncover general trends and typical
I joined the fabulous folks at the Demo Jockeys for a discussion of the Doing Discovery book. Here’s a timeline for part 2 of
Demo Jockeys Interview Part 2 – Doing Discovery Read More »
Prospects with complex problems want to be discovered, but they are cautious. It’s like to going to see a doctor about a problem: You
Discovery Do: Prospects WANT to Be Discovered… Read More »
We realized that our traditional interview process for sales and presales staff was seriously flawed: It had a very strong bias towards hiring people
When you create automated demos, consider the following: If your current live demos aren’t driving conversations, your automated versions of these will be equally
Automated Demos Don’t: Garbage In, Amplified Garbage Out! Read More »
I frequently hear vendors talk about “your current solution” in discovery conversations and demos with prospects. Using the word “solution” implies that the problem
Discovery and Demo Don’t: “Your Current Solution” Read More »
I joined the fabulous Dionne Meyer of Inside Sales by Design for this 25-minute Rev Shots discussion – here is Dionne’s summary: “Wow! Our
Rev Shots: What Is Lead Churn? (And How to Capitalize on Others’ Mistakes!) Read More »
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