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Personal Learning: How Deep Do You Want to Go?
With respect to your discovery and demo skills: Do you want to be perceived as below average, average, slightly above average, much better than
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Advanced Topics
Demo Do: Post-Demo Reviews
How many of you do regular post-demo reviews (aka “curbside reviews”)? What do you assess? For example: What went well? What could have been
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Best Approaches for the Presales-Customer Success Continuum
Best Approaches for the Presales-Customer Success Continuum A Never Stop Learning! Article “After working as presales prior to the sale, then assisting with
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Demo Do: Let Your Champion Drive!
Demo Do: Let Your Champion Drive! A Never Stop Learning! Article “Stand away from the mouse and nobody will get hurt!” – Salesperson
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Buying Process vs Rebuying Process?
Buying processes, as typically defined by most vendors, run from initial contact to the close. Perhaps we should rethink this and consider a richer
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Demo and Discovery Do: Five Answers for “Can it do ___?”
Vendors often get questions during demos and discovery calls from prospects and customers who want to know, “Can your software do ___?” The best
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Demo and Discovery Do: Pause Before Answering
Ah – the Power of the Pause! Even if you already HAVE an answer to a question, sometimes pausing thoughtfully for a moment gives
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The Power of Analogies and Metaphors in Demos and Discovery
The Power of Analogies and Metaphors in Demos and Discovery A Never Stop Learning! Article “The world is full of hopeful analogies and handsome,
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Demo Caffeine!
“Ready to transform your demos from “show up and throw up” to decisive deal catalysts?” I joined Tom Pisello the “ROI Guy” and April
Regional vs International English: Be Aware!
A while ago I was delivering a Great Demo! Workshop in Europe to an international audience and during our first break, a woman came
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