Technologies change over time but the problems remain the same…! Regardless of the technology, people and companies seek “better, cheaper, faster,” and “couldn’t be
Technologies Change but Problems Remain the Same Read More »
Don’t rely on BANT (“Budget, Authority, Needs, Timeline”) to determine whether a lead is qualified or not. Why? As the head of my business
Discovery Don’t: BANT! Read More »
What’s the difference between precision and accuracy – and how does this relate to demos? “Accuracy is how close a given set of measurements
Precision vs Accuracy in Demos Read More »
Save yourself years! These books (and corresponding Workshops) are time machines, compressing decades of learning, experimentation, improvement, and evolution into a few hours. You
With respect to your discovery and demo skills: Do you want to be perceived as below average, average, slightly above average, much better than
Personal Learning: How Deep Do You Want to Go? Read More »
How many of you do regular post-demo reviews (aka “curbside reviews”)? What do you assess? For example: What went well? What could have been
Demo Do: Post-Demo Reviews Read More »
Vendors often get questions during demos and discovery calls from prospects and customers who want to know, “Can your software do ___?” The best
Demo and Discovery Do: Five Answers for “Can it do ___?” Read More »
Yes, really simple! Take a look at your Talk:Listen ratio: 45:55 – If you are here or better (less talking), congratulations! You are at
A Simple Test for Discovery Skills: How Do You Rate? Read More »
Sales teams are taught to uncover “pain,” but the presence of pain may be insufficient to drive a sales opportunity forward. This is why
How Bad Is the Pain? Is It Critical? Read More »
A while ago I was delivering a Great Demo! Workshop in Europe to an international audience and during our first break, a woman came
Regional vs International English: Be Aware! Read More »
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