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Engaging the Five Senses in Your Demos
Alex, the presales team member, began the demo by carrying a large stack of paper into the room, walked to the front and dropped
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Advanced Topics
What’s the Difference Between Empathy and Sympathy?
Nearly everyone today talks about the importance of empathy: Showing empathy in sales calls, being empathic in discovery conversations, and even “leveraging empathy to
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Storytelling: An Intriguing Take, with a Real-Time Experiment!
“We had a great discussion with Peter Cohan talking about the ONE topic he’s hearing right now in his conversations. It’s Storytelling! Listen in
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Intriguing Discovery Question: What Are You NOT Interested In?
This is a non-obvious obvious question! Many people find it easier to describe what they don’t want than what they do want! And while
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Dealing with “Just Show Me a Demo?” Seven Methods to Move into Discovery
Far too often, prospects demand, “Just show me a demo…!” when we know the correct approach is to invest, mutually, in a discovery conversation. But
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Consistency of Passion: A Unique Attribute?
I’ve encountered numerous presales folks who say they are deeply passionate about what they do. That’s both terrific and desirable. However, I’ve also heard
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Demos and Cooking Shows Part 3: Time Warping!
How long does it take to roast a turkey? Can you imagine a cooking show that made you wait hours to see the completely
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Mastering Sales Negotiation – Webinar Recording & Highlights
In this session, Ron Hubsher and Paul H. Pearce discussed equipping sales professionals with the skills to negotiate effectively without creating conflict. They emphasized
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Tell Your Prospects “It’s OK to say no…”
Most people, as prospects, don’t want to say “no” to sales teams. We are typically more comfortable to say “yes” to small steps than
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Discovery Effectiveness and Product “Fit”
Discovery is a simultaneous exploration of prospect “fit” on the part of the vendor and solution “fit” on the part of the prospect. Good
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