I’ve been experimenting with how to build relationships when limited to online meetings. I find that reserving a few minutes at the end of
Establishing Rapport vs Developing Relationships Online Read More »
“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 »
In this recent webinar, we dove deep into the transformative methods from industry veterans, Brian Lewis from Homerun Presales and Brian Skrocki, CISSP from JupiterOne,
POV Success Unlocked – Webinar Recording Read More »
The Challenge of Retaining Complex Information Imagine stepping into a crowded conference room, prepared to showcase your latest software. You notice a mix of
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 »
The Power of Analogies and Metaphors in Demos and Discovery A Never Stop Learning! Article “The world is full of hopeful analogies and handsome,
The Power of Analogies and Metaphors in Demos and Discovery Read More »
I joined the fabulous folks at the Demo Jockeys for a discussion of the Doing Discovery book. Here’s a timeline for part 2 of
Demo Jockeys Interview Part 2 – Doing Discovery Read More »
Prospects with complex problems want to be discovered, but they are cautious. It’s like to going to see a doctor about a problem: You
Discovery Do: Prospects WANT to Be Discovered… Read More »
For years, many presales leaders, managers, and staff have lamented their comparative lack of a substantial “voice” in discussions of sales opportunities, particularly in
Amplify Presales’ Voice! Read More »
What Is a “Happy Ears” Score? It’s the difference between an inexperienced salesperson’s assessment of an opportunity vs a veteran presales’ perspective!
What Is a “Happy Ears” Score? Read More »
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