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Some Novel Thoughts About Screening Candidates for Presales Positions
How do we typically evaluate the skills and competencies of applicants for presales positions?
Some Novel Thoughts About Screening Candidates for Presales Positions Read More »
Beyond Demos
The Dunning–Kruger Effect – and Demos
People often don’t know what they don’t know…
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7 Thoughtful Habits for Web Meetings
Consider using face-to-face meeting practices as a model for web meetings.
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Thousands of Websites Offer “Book a Demo” – Should Another Option Be “Book a Conversation”?
Wouldn’t it be great to start the interaction with your customers with a conversation – or a substantial Discovery discussion – before offering a live demo?
Introducing “Great Connection!” – Dramatically Increase Interactivity Over Zoom/WebEx/GoToMeeting
These 90- to 120-minute sessions for small groups will have you connecting and driving interaction with your audiences effectively and confidently when using Zoom/WebEx/GoToMeeting and similar tools.
COVID-19, Presales, and Leadership
This is a critical time for presales folks to leverage their trusted advisor status to lead and guide our customers in operating and communicating over the web. Let’s step up to this challenge!
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“Getting to Great: Coaching for 7 Habits for Stunningly Successful Demos” – Webinar Recordings
Traditional-average demos – and traditional-average demo delivery – are simply insufficient today! We introduced seven habits that correspond to (rather dramatic) increases in demonstration success and discussed how to coach your team or yourself to master these habits.
Microsoft Teams – Currently Not Recommended for Remote Demos
It currently lacks a set of annotation tools that are needed to highlight specific parts of software screens in demos and, accordingly, to enable sufficient interactivity.
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New Offering for Remote Demos and Presentations – The Sad (But True) Situation – And What You Can Do About It
How many web demos and presentations start with, “Can you see my screen?” – following by nothing but the presenter talking and clicking?
Ask yourself, what do you do? Are your audiences engaged?
When you ask your audience, “Any questions so far?” how often do you hear “Nope, we’re good…” or the chirp-chirp of crickets in an empty room?
Webinar Recording – What is Presales Series: Presales Is the Secret to Shorter Sales Cycles
Buyers want experts. In today’s world of product-led sales there has never been a bigger opportunity or risk in leveraging the presales team. The companies who can use their technology to tell a captivating story, while understanding the technical selling patterns that lead to deals, will simply grow faster than their peers.