Listen to the recent interview of Peter Cohan by Tom Meerstadt of Cuvama where he shares practical tips to avoid “No Decision” outcomes. They explored:
Interview: The importance of Discovering Critical Business Issues Read More »
The Advantages of the Incumbent Vendor Leveraging Its Impact on Managing Competition, Renewals and Expansion Sales (A Never Stop Learning! Article) “Get their
The Advantages of the Incumbent Vendor Read More »
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 Opposite of Active Listening? Read More »
Momentum is defined as the tendency of a body to remain in motion. Inertia is the tendency of a body to oppose the change
Sales and the Difference Between Momentum and Inertia Read More »
Here’s the premise: It is very helpful to know your prospect’s Critical Business Issues before the discovery call begins! Wait, what? Don’t you need
Pre-Discovery for Critical Business Issues? Read More »
Confirmed: The Doing Discovery and Great Demo! Third Edition books are available internationally on these Amazon sites: Country or Region URL Australia amazon.com.au Austria
Doing Discovery and Great Demo! Third Edition International Availability Read More »
A Never Stop Learning Article! Automated Demo Content – Getting It Right What’s in this article for you? An exploration of your own
Automated Demo Content – Getting It Right Read More »
Imagine that you own and operate a nice restaurant. How would you feel if you took reservations from 100 folks for an evening of
A Painful “No Decision” Analogy… Read More »
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
“Spend” vs “Invest” Read More »
Do No Decision outcomes increase during economic downturns? What do you think? What is the impact?
Do No Decision outcomes increase during economic downturns? Read More »
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