EN 
ES 
Automated Demo Content – Webinar Recording
You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?
Automated Demo Content – Webinar Recording Read More »
Advanced Topics
Assessing Discovery Skill Levels – How Does Your Team Rate? (Updated and Expanded…)
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Here’s a simple method to assess, based on seven levels of increasing proficiency:
Assessing Discovery Skill Levels – How Does Your Team Rate? (Updated and Expanded…) Read More »
Discovery and Demos for Transactional Sales Cycles – When More Must Be Less (And Less More)
Is it possible to complete an introduction, engage with a Vision Generation Demo, segue into a Discovery conversation, deliver a brief Technical Proof Demo, and execute a soft close in a 45- or 60-minute call?
Yes!
A New “Touch” in the New Normal
I was recently asked the following question in an interview:
“While business travel appears to be opening up, it looks like working from home is going to stay with us for the foreseeable future. How should executives gear up to the changing times?”
A New “Touch” in the New Normal Read More »
Expansion Questions – An Essential Discovery Skill
Expansion Questions are a series of interrelated questions designed to span five of the Discovery skills levels, from uncovering pain to reengineering vision. They are a simple, yet essential skill to master in doing Discovery – enabling vendors to extend, deepen, and quantify your prospect’s main pain and related impacted areas.
Expansion Questions – An Essential Discovery Skill Read More »
“Let Me Close My Door” – A Discovery Story of Trust and Credibility
What percent of your team thinks they do a good job with Discovery, but you know they don’t?”
“Let Me Close My Door” – A Discovery Story of Trust and Credibility Read More »
Demo Data – Another Angle
I’ve blogged about the need for demo data to reflect real-life problems and situations, including the ability to find and surface problems, identify opportunities, and explore exceptions. I can add one more to the list: the ability to identify certain gaps – when things that should be happening aren’t happening…
Demo Data – Another Angle Read More »
The Ignition Demo: A Conversation with Peter Cohan – Podcast
I joined Randy Frank of Navattic to explore the “Ignition Demo”, the spark needed to engage early stage prospects in the buying journey.
The Ignition Demo: A Conversation with Peter Cohan – Podcast Read More »
“Customer Fill-in” – A Terrific Demo Tip
Here’s a truly terrific tip: Invite your prospect to be the end-customer and fill-in the form by proxy, through you.
“Customer Fill-in” – A Terrific Demo Tip Read More »
How Do You Determine the Technical Win?
The goal for many presales teams is to secure the Technical Win or Technical Close. I’m curious, what criteria or measurement do you use to determine whether the Technical Win has taken place?
How Do You Determine the Technical Win? Read More »