Apparently, far too many sales and presales folks! Many sales leaders remark that “failure to uncover the value” is one of their sales teams’
Who’s Afraid of Asking Prospects for Specific Value Numbers? Read More »
“Nearly half of the forecasted opportunities you pursue end in No Decision – would you like some of that time back in your life…?”
Reducing “No Decision” Outcomes Read More »
“Just show me the demo,” the prospect begs. “I need you to show them a killer demo,” the Sales Rep demands. As an SE,
“Selling” Discovery Read More »
A Prospect’s Tale A Hopefully Humorous Account of Woe and Triumph (A Never Stop Learning! Article) What’s in this article for you? Part
Because cooking (successfully, that is!) requires methodology. Wait… Cooking is a methodology? Most definitely! Cooking successfully requires you to know what to do, how
How Is Cooking Like Doing Discovery and Demos? Read More »
Peter Cohan joined Julien Emery of Superpanel for this delightful discussion: Why discovery? What is discovery? Common questions/challenges, including What if a prospect doesn’t
Webinar Recording – “Discovery Masterclass” Read More »
How much discovery is enough, and is a disco demo a good thing or bad thing? Peter Cohan joined legume-man Adam Freeman for this
Two Presales in a Pod – Digging into Discovery Read More »
Listen to the recent interview of Peter Cohan by Tom Meerstadt of Cuvama where he shares practical tips to avoid “No Decision” outcomes. They explored:
Interview: The importance of Discovering Critical Business Issues Read More »
The Advantages of the Incumbent Vendor Leveraging Its Impact on Managing Competition, Renewals and Expansion Sales (A Never Stop Learning! Article) “Get their
The Advantages of the Incumbent Vendor Read More »
(A Never Stop Learning! Article) What’s in this article for you? A small investment in time yields surprisingly valuable sales-ready information. An example! The
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