Seeing who watched which Consensus segments (or other automated demo tools), for how long, and (in particular!) whether people watched the same segment multiple
Using Consensus/Automated Demos to Accelerate Discovery and Leapfrog Process Steps Read More »
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
Presales / Sales Discovery Partnering Pragmatics Read More »
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
“In the Hotseat” Discovery Recording Read More »
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 »
I am thrilled to join the fine folks at Consensus in their new Presales Book Club, with my recent book Doing Discovery as their
Consensus DEMOFEST Community Presales Book Club Read More »
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
Podcast: 23 Nuggets from Doing Discovery – Technically Sold Read More »
Very interesting conclusions from a study done by Gong a few years ago: “Competitive Deals are Won Early, Not Late” And “Competitive deals are
“Competitive Deals are Won Early, Not Late” Read More »
“Help me understand how to handle customer sales objections…” “My team needs to learn how to handle objections…” “We get lots of sales objections
Overcoming Sales Objections – Why Many Sales Objections Shouldn’t NEED to Be Overcome Read More »
In Chip and Dan Heath’s fabulous book Made to Stick, they describe using the “Three Whys” to uncover the emotional core of an idea.
The Three “Whys” and Discovery Read More »
Did you ever have that strange feeling that none of this has ever happened before? Embrace that feeling!
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