The Myth of the Informed Buyer

SiriusDecisions, Forrester, and others note that buyers have often completed 67% of their buying journey before engaging with live sellers. This has resulted in an assumption (by both buyers and vendors) that buyers know all about vendor offerings before any buyer-seller conversations take place.

This is incorrect!

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Automated Demo Content – Getting It Right

You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?

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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?

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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:

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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!

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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?”

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“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?”

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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…

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