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Time Machines!
Save yourself years! These books (and corresponding Workshops) are time machines, compressing decades of learning, experimentation, improvement, and evolution into a few hours. You
Doing Discovery
Personal Learning: How Deep Do You Want to Go?
With respect to your discovery and demo skills: Do you want to be perceived as below average, average, slightly above average, much better than
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Demo Do: Post-Demo Reviews
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
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Demo and Discovery Do: Five Answers for “Can it do ___?”
Vendors often get questions during demos and discovery calls from prospects and customers who want to know, “Can your software do ___?” The best
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A Simple Test for Discovery Skills: How Do You Rate?
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
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How Bad Is the Pain? Is It Critical?
Sales teams are taught to uncover “pain,” but the presence of pain may be insufficient to drive a sales opportunity forward. This is why
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Regional vs International English: Be Aware!
A while ago I was delivering a Great Demo! Workshop in Europe to an international audience and during our first break, a woman came
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A Clever Way to Identify Critical Business Issues – Before the Call!
A recent Great Demo! Workshop graduate asked, “How can we find relevant Critical Business Issues (CBIs) for prospects with job titles that are unfamiliar
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The Magic of Numbers in Communicating Value
The Magic of Numbers in Communicating Value A Never Stop Learning! Article “Measure what is measurable, and make measurable what is not so.” –
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Demo Jockeys Interview Part 2 – Doing Discovery
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
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