Cries of “Who cares?”, “So what?” and “What’s this good for?” issue from the more vocal members of the audience – and everyone else appears to be apathetic. Bad news!
“Help me understand how to handle customer objections…”
“My team needs to learn how to handle objections…”
What’s wrong with these requests?
Stunningly Awful Demo Outcomes – Why Objections Shouldn’t Need To Be Overcome Read More »
Competitive Differentiation: vendors want to differentiate, vendors try to differentiate, but most vendors fail to meaningfully and successfully differentiate, in the opinion of their customers. When done poorly, differentiation can be stunningly awful; when done well it can be truly terrific!
Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When, and How Read More »
What can you do to differentiate from your competition and increase your chances for success?
Competitive Demo Situations – Biasing Towards Your Strengths Read More »
The (very) best practice for Remote Demos is to split your forces…
Remote Demos – the Role of the “Active Conduit” Read More »
Vendors who can successfully create a vision of how customers can transition from their current situation to their desired Solution will enjoy significant advantages over vendors who do not. In competitive situations, if everything else is equal, a strong Transition Vision can make the difference between winning and losing the business.
Transition Vision – A Competitive Differentiator Read More »
Have you ever been listening to someone else’s demo and found yourself annoyed or distracted by their wasted words and meaningless fillers?
The Meaningless-Filler Gratuitous-Phrases Vocabulary List Read More »
If your organization’s POCs and evaluations are not as successful as you wish, consider using this list as an assessment tool. If these items sound too familiar then you may want to contemplate making some changes…
Stunningly Awful Software POCs and Evaluations – A Strategy of Hope? Read More »
Here are a handful of practices to improve interactions (and lead generation) at trade-shows, conferences and expositions…
Trade-Show Best Practices Read More »
How long does it take before a newly installed database becomes useful?
How long will it take before value is realized? Are there mechanisms to speed up the process?
The Database “Breakeven Point” Read More »
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