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Active Listening?
If you’re already thinking about your response, you aren’t actively listening! (And why do we often look upwards at an angle when we
Advanced Topics
Should We Review Recordings of Discovery Calls and the Resulting Demos as Sets?
Wouldn’t it be interesting to analyze recordings of both taken together? In other words, compare what was uncovered in discovery with what was presented
Should We Review Recordings of Discovery Calls and the Resulting Demos as Sets? Read More »
Stunningly Awful vs Truly Terrific Competitive Differentiation – What, When, and How?
“Good, better, best. Never let it rest. ‘Til your good is better and your better is best.” – St. Jerome Competitive differentiation: Vendors want
Stunningly Awful vs Truly Terrific Competitive Differentiation – What, When, and How? Read More »
Competitive Differentiation via Whole Product Analysis
Here’s a tip most people don’t know…! While I strongly recommend against inflicting corporate overview presentations on your prospects, some elements from typical corporate
Competitive Differentiation via Whole Product Analysis Read More »
How Much Learning Is Enough?
Learning is the only exit from the insanity of doing the same thing over and over and expecting a different result! But how much
How Much Learning Is Enough? Read More »
Buyers Don’t Want a Relationship with Sales … Until They Do!
What does this mean? Buyers don’t want to engage with salespeople, initially. Buyers want to pursue their processes of problem analysis, information gathering, and
Buyers Don’t Want a Relationship with Sales … Until They Do! Read More »
How Old Is Presales?
While listening to Demofest presentations and perusing LinkedIn posts, I’m amused to see claims that “the presales function began…” with dates that correspond to
How Old Is Presales? Read More »
Harnessing the Magic of Seven in Your Software Demos: Maximizing Engagement and Retention
The Challenge of Retaining Complex Information Imagine stepping into a crowded conference room, prepared to showcase your latest software. You notice a mix of
Presales Warning: beware!
Broad, generalized statements about presales are exactly as useful and accurate as broad, generalized statements about any other discipline! (Like this one!) Why post
Presales Warning: beware! Read More »
Time Management Tip
Block 15 minutes BETWEEN calls to give you time to clean up from the previous call and prep for the next…!
Time Management Tip Read More »