Your workdays may be full of activity, but the metrics you choose can determine if your activities are effective, productive, and meaningful! What’s in
Presales Metrics – What to Measure and Why? Read More »
Every person believes that they are unique and, of course, they are. Similarly, prospect organizations also see themselves as unique. This offers a key
“Get to the point…!” – Nearly Every Executive Exasperated by Traditional Salespeople What’s in This Article for You? A Real-life Story Another Real-life Story
Doing Discovery with Your Prospects’ Executives Read More »
Listen to one of your favorite songs… What do you hear? Loud sections vary with soft passages, swelling and diminishing, cymbal crashes and silence…
What Can Demos Learn from Music? Read More »
One of our objectives in discovery is to build trust with our prospects. A simple and effective method is to find common ground –
Doing Discovery Tip: Relationship Building Read More »
What makes a good story great? Your story might include the key storytelling elements and yet still not be compelling. Why? It lacks storytelling
Storytelling Umami! Read More »
“It’s easier to learn than unlearn…!” Imagine you’ve just hired a new group of presales folks, or you are running an internal presales academy…
Flip the Script on Your Internal Demo Training? Read More »
It’s been a while, and you realize it’s time to check-in with an existing prospect or customer. You ask, “What’s changed since we last
What Is Incremental Discovery? Read More »
How long does it take before a newly implemented, empty database becomes useful? What’s in This Article for You? The Empty Kitchen: A Story
The Database Breakeven Point – A Never Stop Learning! Article Read More »
Many vendors offer the phrase, “Thank you for your time…” when starting or completing a meeting with a prospect, often adding “I know your
A “Thank You for Your Time” Alternative Read More »
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