Presales – Please Complete Consensus’ Survey (You’ll Be Glad You Did)

Participating in this survey is a terrific investment in yourself and your team…

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Upcoming Webinar – How Buyer Enablement is Changing Discovery

How many of us have actually purchased enterprise software? How can we, as vendors, enable both novice and experienced buyers to make their buying and value realization processes as frictionless and successful as possible? What is the role of discovery in supporting these efforts?

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Discovery on the Fly? Some Plane Thinking

The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the “Book a Demo” button. After all, they want to see a demo, right? We’ll just ask them a few questions along the way…

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Only 16% of You…

Only 16% of You… Read More »

What is Lead Churn?

Have you ever reached out to a vendor to learn about an offering – and been refused? Have you ever clicked the “Book a Demo” button on a vendor’s website – and never saw a demo? How did you feel?

What is Lead Churn? Read More »

Demostack Road Show 1-Minute Discovery Snapshot

“The most common issue that sales teams struggle with? Discovery. Peter Cohan breaks down how to best understand the other side’s point of view.”

Demostack Road Show 1-Minute Discovery Snapshot Read More »

Two Presales in a Pod – What Is Lead Churn?

In which we explore stories of the horrors of “Lead Churn” (and some solutions).

Two Presales in a Pod – What Is Lead Churn? Read More »

Paul’s Practical Presales Partnering Principles – Pragmatic, Practiced, and Proven!

Great Demo!’s Paul Pearce joined Patrick Pissang for this impromptu, but extremely insightful discussion of real-life presales-sales partnering. There are some really excellent ideas here!

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