I joined Julien Emery of Technically Sold and Superpanel for this 55-minute discussion about Doing Discovery. (Note: I am NOT responsible for the title
Podcast: 23 Nuggets from Doing Discovery – Technically Sold Read More »
Here is a terrific visual aid story that I saw in a face-to-face demo meeting: The vendor rep was discussing how their solution eliminated
What Props or Visual Aids Have You Used in Your Demos? Read More »
Reusing and remixing what has previously been written is a wonderful thing. It enables past ideas and practices to be summarized. As an experiment,
ChatGPT Thoughts: When Does ChatGPT Become Sentient? Read More »
Very interesting conclusions from a study done by Gong a few years ago: “Competitive Deals are Won Early, Not Late” And “Competitive deals are
“Competitive Deals are Won Early, Not Late” Read More »
“Help me understand how to handle customer sales objections…” “My team needs to learn how to handle objections…” “We get lots of sales objections
Overcoming Sales Objections – Why Many Sales Objections Shouldn’t NEED to Be Overcome Read More »
“Handling objections” is a frequently requested training topic from sales and presales managers for their teams. I’m curious: What objections do you hear most
Handling Objections: What Objections Do You Hear Most Frequently? Read More »
I’ve heard numerous people identify themselves or others as “experts” in executing discovery and presenting demos, which makes me wonder: What’s a practical definition
In Doing Discovery and Delivering Demos, What’s an Expert? Read More »
Want a Horror Story? I’ll give you a teaser: The punchline is, “Nope, I’m good…” I watch dozens of recorded virtual demos from my
Great Demo! Virtual Demos Best Practices Read More »
Do you track your Discovery-to-Demo Ratio? You should!
What’s Your Discovery-to-Demo Ratio? Read More »
I urge sales and presales folks to uncover tangible measurements of value in their discovery calls with prospects. But what if you can’t get specific numbers from them, for whatever reason?
What If You Can’t Get Your Prospect’s Value Numbers in Your Discovery Conversations? Read More »
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