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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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Doing Discovery
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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Discovery Do: Prospects WANT to Be Discovered…
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
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Discovery and Demo Don’t: “Your Current Solution”
I frequently hear vendors talk about “your current solution” in discovery conversations and demos with prospects. Using the word “solution” implies that the problem
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Rev Shots: What Is Lead Churn? (And How to Capitalize on Others’ Mistakes!)
I joined the fabulous Dionne Meyer of Inside Sales by Design for this 25-minute Rev Shots discussion – here is Dionne’s summary: “Wow! Our
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Demo Jockeys Interview – 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 1 of
Demo Jockeys Interview – Doing Discovery Read More »
Demo Don’t: Do Discovery and Ignore It in the Demo
It’s hard to believe this would ever happen and yet it does, far too frequently! Imagine sitting down in a restaurant and exploring the
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Open Your Eyes! How Is the Light Spectrum Like Doing Discovery?
The light spectrum offers an interesting analogy for exploring discovery information. Most vendor reps limit their discovery to capturing what they see in pure
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