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30 Doing Discovery Insights: The Tony Moze Podcast – How to Do Discovery in Sales & Presales
I joined Tony Moze for this 65-minute exploration of: Why I wrote Doing Discovery “It’s not what I know, it’s what they tell me…!”
Doing Discovery
Seven Validated Habits for Stunningly Successful Demos
Here are seven validated demo success factors that lead to closed business. These approaches map delightfully to Great Demo! and Doing Discovery principles while
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Webinar Recording: Overcoming Sales Objections – Why Many Sales Objections Shouldn’t NEED to Be Overcome
You can find this 1-hour recording here! The actual webinar begins about 4.5 minutes into the recording. “Help me understand how to handle customer
Demos and Prospects’ Mindset: Skeptical!
Most prospects have a skeptical, “prove it to me” mindset when they join a demo meeting, which means that vendors are starting their demos
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Using Consensus/Automated Demos to Accelerate Discovery and Leapfrog Process Steps
Seeing who watched which Consensus segments (or other automated demo tools), for how long, and (in particular!) whether people watched the same segment multiple
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Presales / Sales Discovery Partnering Pragmatics
Many sales and presales teams struggle to determine who should do what discovery with their prospects. Here’s a simple strategy: Use Great Demo! Situation
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“In the Hotseat” Discovery Recording
The recording is now available from this intriguing 47-minute discussion of Doing Discovery. I joined co-hosts Michael Fauscette and Pete Smith as they put me “In the Hot
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Critical Dates Have TWO Components – Plus a Subtlety…
Critical Dates have two components: The actual date and the driving force. In response to a discovery question from you, your prospect
Critical Dates Have TWO Components – Plus a Subtlety… Read More »
Consensus DEMOFEST Community Presales Book Club
I am thrilled to join the fine folks at Consensus in their new Presales Book Club, with my recent book Doing Discovery as their
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Podcast: 23 Nuggets from Doing Discovery – Technically Sold
I joined Julien Emery of Technically Sold and Superpanel for this 55-minute discussion about Doing Discovery. (Note: I am NOT responsible for the title
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