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Sales and the Difference Between Momentum and Inertia
Momentum is defined as the tendency of a body to remain in motion. Inertia is the tendency of a body to oppose the change
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Doing Discovery
Pre-Discovery for Critical Business Issues?
Here’s the premise: It is very helpful to know your prospect’s Critical Business Issues before the discovery call begins! Wait, what? Don’t you need
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Doing Discovery and Great Demo! Third Edition International Availability
Confirmed: The Doing Discovery and Great Demo! Third Edition books are available internationally on these Amazon sites: Country or Region URL Australia amazon.com.au Austria
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A Painful “No Decision” Analogy…
Imagine that you own and operate a nice restaurant. How would you feel if you took reservations from 100 folks for an evening of
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Precision vs Accuracy in Demos
What’s the difference between precision and accuracy – and how does this relate to demos? “Accuracy is how close a given set of measurements
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Lit Fest Recording: Reduce Your No Decision Outcomes – The Single Largest Waste of Sales Teams’ Time
On average, 45% of all forecasted opportunities result in No Decision outcomes. This means that nearly half the time spent working sales opportunities is
“They Said They Need It Yesterday…”
That’s good, right? Nope. They didn’t take action yesterday, or the day before, or the day before that, or before that… Every day that
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The Sales Hustle Podcast – Great Demo! & Doing Discovery Insights
“Sales, presales, and the tools that get us there…” I joined Miles Martin for this 40-minute exploration of: Intro – with a reverse! Experiences
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How Much of Your Time Is Wasted in No Decision Outcomes?
Sadly, if you are in B2B sales or presales, an average of 45% of your time is wasted in sales opportunities that go… nowhere!
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Reduce Your “No Decision” Outcomes – The Single Largest Waste of Sales Teams’ Time
On average, 45% of all forecasted opportunities result in No Decision outcomes. This means that nearly half the time spent working sales opportunities is
Reduce Your “No Decision” Outcomes – The Single Largest Waste of Sales Teams’ Time Read More »