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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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Doing Discovery
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
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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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What Is a “Happy Ears” Score?
What Is a “Happy Ears” Score? It’s the difference between an inexperienced salesperson’s assessment of an opportunity vs a veteran presales’ perspective!
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The Crisp Currency of Discovery Communication – A Never Stop Learning! Article
Have you ever heard this dialog before? Salesperson: “I need you to do a demo tomorrow for ACME Corp – it’s a huge opportunity!”
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An Occasional Daily Quote
“It is better to ask some of the questions than to know all of the answers.” – James Thurber
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Establish a Never Stop Learning Habit
The Great Demo! website Resources pages are packed with fresh ideas, pragmatic practices, insightful observations, and detailed studies providing you with unlimited access to
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