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“Spend” vs “Invest”
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
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Advanced Topics
Do No Decision outcomes increase during economic downturns?
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 »
Presales: A Multi-Dimensional Cultural Ecotone
“An ecotone is a transition area between two biological communities, where two communities meet and integrate.“ Ecotones, such as coastal and mountainous regions, are
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Two Presales in a Pod – Podcast Recording – Champion Enablement
If you are hungry for more recordings, here is a wonderful appetizer for you: Episode 66 – Champion Enablement. From the Legumes: “This episode
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Webinar Recording: Overcoming Sales Objections – Why Many Sales Objections Shouldn’t NEED to Be Overcome
You can find this 1-hour recording here! The actual webinar begins about 4.5 minutes into the recording. “Help me understand how to handle customer
ChatGPT for Analogies
One terrific use of ChatGPT is to suggest analogies (or metaphors) to aid in your descriptions of features, functions, problems, outcomes, etc. For example,
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Storytelling Umami
What makes a good story great? The story itself can have all the elements of a good story (see Chip and Dan Heath’s Make
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Using Consensus/Automated Demos to Accelerate Discovery and Leapfrog Process Steps
Seeing who watched which Consensus segments (or other automated demo tools), for how long, and (in particular!) whether people watched the same segment multiple
Using Consensus/Automated Demos to Accelerate Discovery and Leapfrog Process Steps Read More »
Presales / Sales Discovery Partnering Pragmatics
Many sales and presales teams struggle to determine who should do what discovery with their prospects. Here’s a simple strategy: Use Great Demo! Situation
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DEMOFEST West Coast Live and Face-to-Face: “Overcoming Sales Objections” – March 29 San Francisco
I’ll be presenting “Overcoming Sales Objections – Why Many Sales Objections Shouldn’t Need to Be Overcome” at this face-to-face presales conference: “Help me understand