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A Prospect’s Tale
A Prospect’s Tale A Hopefully Humorous Account of Woe and Triumph (A Never Stop Learning! Article) What’s in this article for you? Part
Beyond Demos
Pearls and Epiphanies: Meetings
Being early is on time; Being on time is late; And being late is inexcusable!
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The Surprising Impact of Your Background on Sales
I worked as an extra on several films and television shows where we were referred to affectionately as “background.” The purpose of background is
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Webinar Recording – “Discovery Masterclass”
Peter Cohan joined Julien Emery of Superpanel for this delightful discussion: Why discovery? What is discovery? Common questions/challenges, including What if a prospect doesn’t
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Two Presales in a Pod – Digging into Discovery
How much discovery is enough, and is a disco demo a good thing or bad thing? Peter Cohan joined legume-man Adam Freeman for this
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Mastering Trust: 7 Proven Strategies for Building Lasting Customer Relationships
In sales, gaining trust stands out as a crucial factor. To achieve this, you need to personally connect with prospects and establish rapport. Your
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The Advantages of the Incumbent Vendor
The Advantages of the Incumbent Vendor Leveraging Its Impact on Managing Competition, Renewals and Expansion Sales (A Never Stop Learning! Article) “Get their
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The Opposite of Active Listening?
How many of us find ourselves forming a response to a prospect or customer comment or question, well before they have finished speaking? I’d
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Fabulous Fuel for Sales, Presales and Customer Success: The Incredible Utility of Informal Success Stories
(A Never Stop Learning! Article) What’s in this article for you? A small investment in time yields surprisingly valuable sales-ready information. An example! The
A Painful “No Decision” Analogy…
Imagine that you own and operate a nice restaurant. How would you feel if you took reservations from 100 folks for an evening of
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