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Critical Business Issue?
Many people struggle to understand the (critical!) difference between a Critical Business Issue and “pain” (or Problems/Reasons). Here’s an easy example to help clarify…
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Doing Discovery
When Is 1 + 1 Much Greater Than 2?
Great Demo! is ground-breaking, Doing Discovery is delightfully differentiating, and together they are truly game-changing! While both methodologies can stand on their own, they
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Avoiding No Decision Outcomes
Avoiding No Decision Outcomes The Surprisingly Large Opportunity for Improvement (A Never Stop Learning! Article) What’s in this article for you? A Sadly
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Upcoming Webinar: How Much Discovery Is Enough – Or Too Much?
Join us on Wednesday November 8 at 11:00 Pacific Time as we explore a number of intriguing and surprisingly important discovery parameters, based on
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Who’s Afraid of Asking Prospects for Specific Value Numbers?
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 »
Reducing “No Decision” Outcomes
“Nearly half of the forecasted opportunities you pursue end in No Decision – would you like some of that time back in your life…?”
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“Selling” Discovery
“Just show me the demo,” the prospect begs. “I need you to show them a killer demo,” the Sales Rep demands. As an SE,
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A Prospect’s Tale
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
How Is Cooking Like Doing Discovery and Demos?
Because cooking (successfully, that is!) requires methodology. Wait… Cooking is a methodology? Most definitely! Cooking successfully requires you to know what to do, how
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Webinar Recording – “Discovery Masterclass”
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
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